...and Latin countries. There are three key findings. 1.Culture has an effect on salespersons' use of "smart" selling techniques. 2. Latin salespeople seem to use "smart" selling techniques significantly more than their British counterparts but not more than their German counterparts. 3.The more behavior-based the sales force control system, the stronger positive/negative effect on sales- persons' likelihood to select key decision-makers at higher hierarchical positions in a customer's organization for Latin salespeople versus for Anglo and Germanic salespeople. The key variables and the key hypotheses There are two control variables in the research -- sales experience and selling context (i.e., industrial, consumer, or services) because experience affects salespersons' motivation and selling context may be relevant to the choice of selling strategies. Also, compensation is another variable was used to figure out the outcome. Under the research aspect of the effect of culture on salespeople’s behavioral strategies, there are three hypotheses. HI: Latin salespeople are more likely to use "smart" selling techniques than Anglo and Germanic salespeople. H2a: The more behavior- (outcome-) based the sales force control systems, the stronger positive (negative) effect on salespersons' use of ''smart" selling techniques for Anglo and Germanic salespeople than for Latin salespeople. H2b: The higher (lower) level of fixed salary in total...
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...The Evolution of selling The essay titled “Evolution of Selling “is based upon how selling has developed with the various key changes back into the industrial revolution era that has had an huge impact upon and led to the ways and approaches of selling today and looks into the ancient and modern methods, techniques and attitudes of selling which altogether has contributed to its modernization. The age of selling has brought about many advancements and developments in the world of Marketing through the encouragement of improving technology and people’s hard working attitude towards it, although, the question that remains is how personal selling even started at the first place? For which, Williams et al. (2001) has said in one of his books, Sales Management, that a street peddler was the first person ever who made a door-to-door sale by collecting the produce from the local farmers and selling it to the townspeople. Selling today would never have been so convincing if door-to-door selling was never introduced in the market because without understanding the customer’s needs and wants in detail by discussing with them, the company wouldn’t know what satisfies a customer, what products for whom and how they should be made according to their needs. Salespeople who earned a living only by selling products did not happen to be many in numbers until the Industrial Revolution(mid 1700s) hit England as traders, merchants, and artisans used to fill in the selling function before this era...
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...The extent of technology usage and salespeople: an exploratory investigation Sylvain Senecal HEC Montreal, Montreal, Canada, and Ellen Bolman Pullins and Richard E. Buehrer University of Toledo, Toledo, Ohio, USA Abstract Purpose – Increasingly, salespeople adopt, or are being asked to adopt, and use a variety of technologies to increase their selling productivity and efficiency. Given this trend, many researchers have begun to explore the question of sales force adoption of technology. However, little work has been done to consider what happens once this technology is adopted. The purpose of this paper is to report two studies that investigated if and why salespeople had different technology usage and if the extent of usage had an impact on their performance. Design/methodology/approach – First, a qualitative study was performed to gain insights about extent of technology usage and the reasons that may explain differences. In order to test some of the research propositions that emerged from the qualitative study, an empirical study was conducted with 130 salespeople. Findings – Innovativeness was found to be helpful in distinguishing between different technology usage levels across various technologies (internet, e-mail, intranet, etc.). Results also suggest three potential antecedents of technology use, as well as a potential moderator of the usage to performance relationship. Originality/value – This paper provides a research agenda for studying this important area. Further...
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...market? Answer. Strength The strength of Mistine is it leads the Thai direct selling cosmetic market since 2007. Mistine not only serve a wide variety of quality products but also at affordable prices. Every product will be inspected and tested before being delivered to the warehouse. These ensure the quality and standard of the product. Every Mistine product comes with a satisfaction guarantee that if any reason a customer is not satisfied with their purchase, Mistine will replace the product or offer a full refund without condition. Not only that, Mistine also uses TV advertisement campaign to create awareness among the people in Thailand about Mistine’s product. Weakness The weakness of this company is the high turnover rate among the salespeople which is at 200 percent. Most of them sell Mistine product as a second job or part time job. Most of Mistine product are for women so it is hard for the company to expand their product to target the men’s market. Not only that, a lot of people perceived Mistine’s product is a low quality product and for lower income people because of the price range. The success of Mistine depends mostly on the salespeople, it could be a possible weakness in the future if competition among the direct-selling companies increases or the power of labor unions get high. Opportunity Mistine has an opportunity to increaseits sales because it is reported that direct selling market grow at the rate of 15 percent every year. The increase is due to mainly...
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...Selling as a career The sub-divisions of the sales roles just outlined give an idea of the range of sales positions that are available. Generally, there is much less personal pressure involved in being an order-taker than an order-maker and a prime attribute for an order-maker is a pleasant, non-combative personality. However, the opportunity for higher rewards belongs to order-takers as their remuneration normally rests on some kind of commission or bonus where payment is linked to the amount of orders they take. It is an acknowledged fact that in many business situations the opportunity to earn really high incomes at a relatively young age is present in this kind of situation. With such a large range of selling situations and positions in sales, it is not possible to provide a specific prescription of the qualities required for a successful sales career. There is no definitive test or selection procedure that can be used to distinguish between successful and less successful salespeople and apart from ‘trying it out’ there is no way of knowing if a person is suited to a career in sales. However, there are a number of key qualities that are generally recognised as being important: 1. Empathy and an interest in people: such a skill will help in more accurately identifying customers’ real needs and problems in terms of thinking oneself into the other person’s mind and understanding why the customer feels as they do. 2. Ability to communicate: this means an ability...
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...SECTION VIII END OF TEXTBOOK COMPREHENSIVE CASE ANALYSIS Guidelines For Using Cases Suggested Chapters, Part, Challenge Level, Team Cases, Comments Case Number Chapter Part Level Comprehensive 1 3 2 Medium 2 5 2 Medium 3 6 2 Medium 4 7 2 Medium 5 2 Medium 6 8 3 Challenging 7 9 3 Medium 8 8 3 Medium 9 9 3 Medium 10 5 Medium Comprehensive 11 13 5 Medium 12 15 5 Medium 13 16 6 Medium 14 Advanced Comprehensive 15 Advanced Comprehensive 16 Advanced Comprehensive 17 Advanced Comprehensive Comments: Cases vary in difficulty. Please review each case to see if it fits your course and students. These guidelines may help you select cases for your course. For example, if you use teams, then one team could work on Case 1 and 2. If only one person does a case, then assign only Case 1. Team 1: Cases 1 and 2 7: Case 14 2: Cases 3 and 4 8: Case 15 3: Cases 6 and 7 9: Case 17 Advanced 4: Case 8 10: Case 18 Advanced 5: Case 9 11: Case 19 Advanced 6: Case 13 12: Case 20 Advanced Caution Instructors, Please Read This Caution Note about the Harvard Cases: Users of Sales Management: Teamwork, Leadership, and Technology have asked for several newer, advanced comprehensive cases. The Publisher has added four excellent Harvard cases for you...
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...Salatino use to motivate his salespeople? Salatino’s methods are primarily based upon positive reinforcement methods, using secondary reinforcers. In the case study, it mentioned several devices in the salesroom. There are rotating blue lights that flash when a deal is on. There are large dry-erase boards where a manager would draw “snowballs” at the end of each sale, which would serve as visual cues to the salespeople. By providing commissions to his salespeople, Salatino uses secondary reinforcers, ie money, to incentivize his salesforce to keep selling. Salespeople can receive between 5% and 12% commission, and the level of commission would provide an increasing incentive to sell the higher-commission items. I would assume that the salespeople that had been there awhile also might enjoy the frenetic pace of the sales floor, and that would serve as a secondary reinforcer for them to come to work each day. It’s probably an exciting environment for them to work in. 2. What kind of reinforcement schedule is used by Great Northern American to pay salespeople? I would break this question into two portions. Simplistically, Great Northern American probably uses a fixed interval schedule to pay their salespeople according to a specified pay period, perhaps biweekly or monthly. If you consider the earning of commission as “payment,” though, you could also argue that they use a form of a fixed ratio schedule to pay their salespeople. When the “sale is on,” each...
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...Mary West The Smart Guide to Successful Social Selling Tweets Chief Marketing O cer at Omni Corp Lives in San Francisco, California From Mooroolbark, Victoria, Australia Knows English, Swedish, Dutch and 12 others Mary Wes Chief Marke Current Previous Education San Francisco, C Mary West @marywest CMO of Omni Corp, concert junkie, and grilled cheese enthusiast San Francisco, CA Send a me 6,384 341 Following Followers 32,481 Follow SELL. SERVICE. MARKET. SUCCEED. The information provided in this e-book is strictly for the convenience of our customers and is for general informational purposes only. Publication by salesforce. com does not constitute an endorsement. Salesforce.com does not warrant the accuracy or completeness of any information, text, graphics, links or other items contained within this e-book. Salesforce.com does not guarantee you will achieve any specific results if you follow any advice in the e-book. It may be advisable for you to consult with a professional such as a lawyer, accountant, architect, business advisor or professional engineer to get specific advice that applies to your specific situation. © 2014 Salesforce.com. All rights reserved. 79% of salespeople who use social media as a selling tool outperform those who don’t. -Social Media and Sales Quota Survey If you had been told 10 years ago that your customers would write down all their wants, needs, opinions, and thoughts and then publish them...
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...6. The owner of Maumee Ford-Mercury-Volvo wants to study the relationship between the age of a car and its selling price. Listed below is a random sample of 12 used cars sold at the dealership during the last year. Car Age (years) Selling Price ($000) Car Age (years) Selling Price ($000) 1 9 8.1 7 8 7.6 2 7 6.0 8 11 8.0 3 11 3.6 9 10 8.0 4 12 4.0 10 12 6.0 5 8 5.0 11 6 8.6 6 7 10.0 12 6 8.0 a. If we want to estimate selling price on the basis of the age of the car, which variable is the dependent variable and which is the independent variable? b. Draw a scatter diagram. c. Determine the coefficient of correlation. d. Determine the coefficient of determination. e. Interpret these statistical measures. Does it surprise you that the relationship is inverse? Testing the Significance of the Correlation Coefficient Recall that the sales manager of Copier Sales of America found the correlation between the number of sales calls and the number of copiers sold was 0.759. This indicated a strong association between the two variables. However, only 10 sales- people were sampled. Could it be that the correlation in the population is actually 0? This would mean the correlation of 0.759 was due to chance. The population in this example is all the salespeople employed by the firm. Resolving this dilemma requires a test to answer the obvious question: Could Could the correlation in there be zero correlation in the population from which the sample was selected? the population...
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...imperative that the presenter understand who the audience will be, what group they belong to, and the values they hold. To understand the audience requires understanding the characteristics of the people who make up the audience. Characteristic distinguish who a person is. When conducting a presentation to an audience there is several characteristics to take in to consideration. As an employee providing a presentation of quarterly sales to managers, salespeople, and customers some characteristics to consider are values, beliefs, goals, lifestyle, educational and professional background, knowledge, English language ability, and reading ability to name some. Managers may value the presentation because it provides information about the sales for the quarter showing gains or loss. A salesperson may value the presentation because the information shows them what area sales or up or down in. Customers may value the information because it provides a cost saving to them of products to purchase. Managers and salespeople beliefs might lie in selling a profitable and self fulfilling product they believe to be the best. The customer belief might be more on the lines of obtaining a good product for the money spent. Understanding the lifestyle of...
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...TINT Sales Planning and Operations for Toe Company Contents Introduction 2 Objectives 3 Executive Summary 4 LO 1 Understand the role of personal selling within the overall marketing strategy 6 Task (1.1) Explain how personal selling supports the promotion mix 6 Task (1.2) Compare buyer behavior and the decision making process in different situations 10 “Buying Behavior” 10 Task (1.3) analyze the role of sales teams within marketing strategy 16 LO 2: Be able to apply the principles of the selling process to a product or service. 21 Task (2.1) Prepare a sales presentation for a product or service 21 Task (2.2) Carry out sales presentation for a product or service. 25 LO 3: Understand the role and objectives of sales management 27 Task 3.1 explain how sales strategies are developed in line with corporate objectives 27 Task (3.2) explain the importance of recruitment and selection procedures 34 Task (3.3) Evaluate the role of motivation, remuneration and training sales management 37 Task (3.4) Explain how sales management organize sales activity and control sales output 48 Task (3.5) Explain the use of databases in effective sales management 51 LO 4: Be able to plan sales activity for a product or service 52 Task (4.1) Develop a sales plan for a product or service 52 Task (4.2) Investigate opportunities for selling internationally 56 (4.3) Investigate opportunities for using exhibitions or trade fairs. 58 Recommendation 61 Conclusion 62 References 63 Introduction...
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...STRATEGY IN THE CONTEXT OF ABUL KHAIR TOBACCO COMPANY LTD.” I wish him every success in life. ________________________ Mohammad Nazmul Huq Assistant professor Department of Business Administration Stamford University Bangladesh LETTER OF TRANSMISSION 28th January, 2010 Md. Nazmul Huq Assistant Professor Department of Business Administration Stamford University Bangladesh Sub: Submission of BBA Internship Report. Sir With due respect and honor, I have much pleasure to present the report of the internship program on “A STUDY ON MARKETING STRATEGY IN THE CONTEXT OF ABUL KHAIR TOBACCO COMPANY LTD”. The report deals with working environment of a field level distributor and selling strategy. I am submitting this report as a part of my internship program in Abul Khiar Tobacco Company Ltd. This report is going to provide valuable assistance to me in finding out the working environment, which have influence on the service quality. The Officers of AKTCL were very cordial and extended their hands within the limit of their authority. As the time was limited, the report could not be done more comprehensive and analytical. Therefore, I need your kind attention to assess my report considering the limitations of the...
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...STRATEGY IN THE CONTEXT OF ABUL KHAIR TOBACCO COMPANY LTD.” I wish him every success in life. ________________________ Mohammad Nazmul Huq Assistant professor Department of Business Administration Stamford University Bangladesh LETTER OF TRANSMISSION 28th January, 2010 Md. Nazmul Huq Assistant Professor Department of Business Administration Stamford University Bangladesh Sub: Submission of BBA Internship Report. Sir With due respect and honor, I have much pleasure to present the report of the internship program on “A STUDY ON MARKETING STRATEGY IN THE CONTEXT OF ABUL KHAIR TOBACCO COMPANY LTD”. The report deals with working environment of a field level distributor and selling strategy. I am submitting this report as a part of my internship program in Abul Khiar Tobacco Company Ltd. This report is going to provide valuable assistance to me in finding out the working environment, which have influence on the service quality. The Officers of AKTCL were very cordial and extended their hands within the limit of their authority. As the time was limited, the report could not be done more comprehensive and analytical. Therefore, I need your kind attention to assess my report considering the limitations of the...
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...|Audience-Focused Communication | |Audience |Audience Characteristics |Channels of Communication |Strategies to Ensure Effective |Audience Diversity Considerations | | | | |Messages | | |Managers |Understanding, focus on the strategy. |Written messages that Present many details |What are the objectives |Consider the ages of the people in one’s | | |Eye contact, Present at every possible |and oral presentations. |What are the key messages |audience. | | |angel |Flow information throughout the company. |The tone of the message and how it is | | | |Be comprehensive to the subject. Make |Sending information by chain of command. |being delivered. |How familiar the audience is with the | | |sure the...
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...the subject in MBA++ Program By Roll No | Name | 14265 | Amin Hadi Keshtkar | DEPARTMENT OF MANAGEMENT SCIENCES(PUMBA) UNIVERSITY OF PUNE PUNE-411007 (MS) INDIA 2014-2015 MOTIVATING SALES TEAM THE CHALLANGE OF SALES FORCE MOTIVATION What motivates a sales force? It’s an age-old question, of course. But these days, it’s arguably more important than ever, as organizations in many industries and different parts of the world face critical talent shortages that could impede their plans for growth. During a time of worker scarcity, a better understanding of basic human needs and of the methods that can sustain high levels of motivation among a company’s sales staff is important for two reasons. First, organizations need to motivate and engage their best workers to increase the chances those workers will stick around. Second, when a large percentage of a workforce is nearing retirement or being lured to different jobs, companies want to motivate those who remain to perform at the highest productivity levels possible. Creating a culture of trust; leveraging the power of peer recognition; and focusing on the enablers and tools that help salespeople reach their potential in an increasingly complex business environment—these are all critical parts of the overall picture of motivating a sales force more effectively. By gaining a deeper knowledge of human motivation, sales executives can put in place a more holistic approach—one that integrates people...
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