TITLE

Exploring Group Support Systems in Sales Management Applications

AUTHOR(S)
Dishman, Paul; Aytes, Kregg
PUB. DATE
January 1996
SOURCE
Journal of Personal Selling & Sales Management;Winter96, Vol. 16 Issue 1, p65
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
Getting honest and candid information from sales personnel is a challenge faced by all sales managers. This is especially difficult when dealing with sensitive issues such as specific employee productivity, personalities, or other potentially charged subjects. This article examines the use of a Group Support System to improve participation and response from sales personnel in reply to sales management's inquiry concerning specific marketing and internal issues. Group Support Systems (GSS) use networked personal computers to facilitate meetings, build consensus, stimulate brainstorming, and provide feedback in an environment that promotes candor and openness. Results confirm that the use of GSS increases quality involvement in providing feedback while decreasing the corresponding time and effort required for the process. INSET: Examples of ideas and comments generated in the various...
ACCESSION #
9603201410

 

Related Articles

  • The Changing Role of the Sales Force in France. Xardel, Dominique // Interfaces;Dec83, Vol. 13 Issue 6, p105 

    The French salesperson's professional role: relationship with clients, and place in the firm are all changing dramatically. Technological advances and new life styles have brought about a new direct and controlled approach to sales. The technological advances have also caused a decrease in the...

  • Sales pros know the eight keys to success. Kimball, Bob // Marketing News;3/28/94, Vol. 28 Issue 7, p4 

    The article presents information that differentiate professional salesperson from average salesperson. Professional salespeople developed effective communication skills, the ability to ask questions and listen, identify customer needs and address product benefits that will satisfy those needs....

  • Selection Decision Making by Sales Managers and Human Resource Managers: Decision Impact, Decision Frame and Time of Valuation. Marshall, Greg W.; Stone, Thomas H.; Jawahar, L M. // Journal of Personal Selling & Sales Management;Winter2001, Vol. 21 Issue 1, p19 

    A field experiment was conducted to extend the work of Marshall, Mowen, and Stone (1995) on salesperson selection decision making by adding two types of decision makers. Practicing sales managers and human resource managers evaluated a simulated hiring scenario for an open sales position and...

  • The Use of Human Judgment Models in Evaluating Sales Force Performance. Patton III, W. E.; King, Ronald H. // Journal of Personal Selling & Sales Management;May85, Vol. 5 Issue 1, p1 

    The purpose of this research paper is to examine the sales force evaluation process with a focus on the methods by which sales managers combine and utilize multiattribute evaluatory information in making decisions concerning the salesforce. It presents a brief overview of relevant literature,...

  • 20. Sales Management and Selling. Penn, William S.; Regan, William J.; Wright, John S. // Journal of Marketing;Jan1964, Vol. 28 Issue 1, p106 

    The article presents abstracts of marketing literature related to sales management and selling. They include "What Makes Your Salesmen Sell?" by Edwin C. Nevis, "Selling as a Dyadic Relationship: A New Approach," by F.B. Evans, and "5 Paradoxes of Sales Management," by Donald L. Thompson.

  • Signal Detection Theory and Sales Effectiveness. Knowles, Patricia A.; Grove, Stephen J.; Keck, Kay // Journal of Personal Selling & Sales Management;Spring94, Vol. 14 Issue 2, p1 

    The salesperson who is engaged in an adaptive selling effort often finds hind herself in a complex circumstance wrought with uncertainty. To negotiate the sales encounter successfully, the individual must call upon perceptual and cognitive skills in order to respond effectively to cues of...

  • Application of Operations Research to Personal Selling Strategy. Montgomery, David B.; Webster Jr., Frederick E. // Journal of Marketing;Jan1968, Vol. 32 Issue 1, p50 

    Effective application of operations research to selling strategy offers significant opportunities for understanding how the market responds to sales effort and for better strategy decisions. Lack of progress to date may have created premature disillusionment. New information technology will...

  • Ten Great Salespeople You Never Knew. Popyk, Bob // Music Trades;Feb2006, Vol. 154 Issue 1, p136 

    The article lists outstanding sales personnel in music trades in the U.S. They include John Yousling, Josef Freidman, Wilbur Marker, Nick Orlando, Art Olson, Jack Scott, Wayne Mitchell, Chuck Hale, Don Leslie and Vito Pascucci. Most of these sales personnel are nominated by their colleagues...

  • SALES' ROLE IN THE BUYING PROCESS.  // Agri Marketing;Apr2012, Vol. 50 Issue 3, p63 

    The article discusses the role of a salesperson in facilitating the decision-making of a customer. It was mentioned that customers have a tendency to justify their decisions once a purchase is made. A salesperson who bring information that the client sees as integral to their group develops...

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sign out of this library

Other Topics