Salesperson Networking Behaviors And Sales Prospecting Outcomes
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Salesperson Networking Behaviors And Sales Prospecting Outcomes
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Author : Andrew T. Crecelius
language : en
Publisher:
Release Date : 2016
Salesperson Networking Behaviors And Sales Prospecting Outcomes written by Andrew T. Crecelius and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016 with categories.
Scholars and practitioners alike recognize the importance of the front end of the sales funnel – identifying and qualifying leads for new business – in setting the stage for acquiring and retaining customers. Salespeople have an important role to play in lead generation and qualification by prospecting for new customers, but academic research on prospecting is limited and mostly out-of-date. Some scholars have suggested that sales networking has an important role to play in prospecting. I conceptualize frontline networking behaviors as social actions taken by salespeople across the organizational boundary. Through two independent essays, this dissertation investigates the role of frontline networking behaviors in driving sales prospecting outcomes. Essay 1 My first essay emphasizes that the effect of frontline networking behaviors on prospecting outcomes is contingent on the salesperson’s reason for engaging in these behaviors. I consider a new construct, the motivation to network, as an important moderator of the relationship between networking behaviors and prospecting outcomes. Drawing on literature from the domains of social capital and self-determination theory, I test several hypotheses regarding prospecting performance in terms of both the volume and desirability of prospects using an empirical study combining survey, archival, and secondary data from a large Midwestern auto insurance sales force. I employ insurance quoting data to represent prospecting outcomes. This is the first study to take a behavioral approach to network-driven sales performance, and the first to explicitly consider the motivation to network. Results highlight the role of frontline networking behaviors in driving sales prospecting output, especially in terms of the desirability of prospects generated. Hypothesis tests within a generalized linear and latent mixed modeling (GLAMM) framework generally support the importance of the breadth of networking behaviors over depth, and imply that salespeople internally driven to network are better served by leveraging strong-tie relationships, while salespeople externally driven to network are better served by leveraging weak-tie relationships. These findings can be leveraged by sales managers to train and coach salespeople to properly align their networking behaviors with their motivations to network. Essay 2 In my second essay, I conceptualize frontline networking behaviors as a marketing communications tool by exploring interactions with other communications mix elements. The managerial focus of this essay hinges on the question of whether frontline networking behaviors are substitutes for, or complements to, other elements of the communications mix (e.g., advertising). With a focus on advertising executed at the level of individual salespeople, I draw on literature from integration marketing communications, relationship marketing, and the psychology of communications to postulate that a variety of beneficial and detrimental effects may occur. I identify more nuanced effects by distinguishing between standardized advertising (impersonal, one-way communications such as television) and rich advertising (personal communications involving two-way contact such as local sponsorships), as well as between traditional (i.e., face-to-face or telephone) networking behaviors and social media-based networking behaviors. I consider the generation of both relational (i.e., likely to stay with one firm) and transactional (i.e., focused on a single transaction) prospects as outcomes of interest. I conduct an empirical analysis using a combination of survey and archival data from a large Midwestern auto insurance sales force. Generally speaking, rich advertising interacts positively with social media instrumental frontline networking and negatively with traditional instrumental frontline networking, while standardized advertising interacts positively with traditional instrumental frontline networking and negatively with social media instrumental frontline networking. Results are consistent with theories from the communications literature. These findings encourage marketing managers to carefully consider salesperson networking behaviors when making advertising allocation decisions; for example, all else being equal, salespeople favoring traditional networking ought to be supported with a greater degree of standardized advertising.
Spin Selling
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Author : Neil Rackham
language : en
Publisher: Taylor & Francis
Release Date : 2020-04-28
Spin Selling written by Neil Rackham and has been published by Taylor & Francis this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-04-28 with Business & Economics categories.
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Handbook Of Business To Business Marketing
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Author : Lilien, Gary L.
language : en
Publisher: Edward Elgar Publishing
Release Date : 2022-07-15
Handbook Of Business To Business Marketing written by Lilien, Gary L. and has been published by Edward Elgar Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2022-07-15 with Business & Economics categories.
This path-breaking Handbook is targeted primarily at marketing academics and graduate students who want a comprehensive overview of the academic state of the business-to-business marketing domain. It will also prove an invaluable resource for forward-thinking business-to-business practitioners who want to be aware of the current state of knowledge in their domains.
Sales Psychology 101 Paradaptive Intelligence The Grand Unifying Theory Of Adaptation Consumer Behavior And Sales
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Author : Scott Syverson
language : en
Publisher: Lulu.com
Release Date : 2018-03-19
Sales Psychology 101 Paradaptive Intelligence The Grand Unifying Theory Of Adaptation Consumer Behavior And Sales written by Scott Syverson and has been published by Lulu.com this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-03-19 with Business & Economics categories.
Sales Psychology 101: Paradaptive Intelligence The Grand Unifying theory of Adaptation, Consumer Behavior and Sales introduces the Paradaptive Intelligence model to the business world by examining the most basic of activities - a transaction. Transactions require two things: the something and a person. This revolutionary theory examines, explains, and organizes all human decisions and behaviors by the emotions that control them. Through this model you will learn that emotions are the engine of adaptation and are incredibly precise instruments - they occur in a precise order and each must be satisfied in a unique and specific way. This same process also controls the formation of relationships. Users of the Paradaptive Intelligence model will be able to predict the DNA encoded behaviors of prospects with 100% accuracy across 98% of the earth's population. This makes Sales Psychology 101 the most important book written on business in the last 200 years....and the next 500.
Versatile Selling
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Author : Larry Wilson
language : en
Publisher: Winsource Publishing LLC
Release Date : 2003
Versatile Selling written by Larry Wilson and has been published by Winsource Publishing LLC this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003 with Customer relations categories.
Most people love to buy but they hate being sold to. Salespeople who can "read" their customer's style and adapt to sell the way their customer wants to buy are proven to be more successful in today's tough markets. Based on The Versatile Salesperson program, the skills in this book are used worldwide by Fortune 500 companies. Wilson Learning is a global leader in human performance improvement solutions for Fortune 500 and emerging companies worldwide, headquartered in Minneapolis, MN and Tokyo.
Insight Selling
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Author : Mike Schultz
language : en
Publisher: John Wiley & Sons
Release Date : 2014-04-30
Insight Selling written by Mike Schultz and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-04-30 with Business & Economics categories.
What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.
A Mind For Sales
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Author : Mark Hunter, CSP
language : en
Publisher: HarperCollins Leadership
Release Date : 2020-03-31
A Mind For Sales written by Mark Hunter, CSP and has been published by HarperCollins Leadership this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-03-31 with Business & Economics categories.
For salespeople feeling stressed and disappointed that their customers don’t want to hear from them, this guide is the key to developing the mindset and habits required to reach a new level of sales success. The world of sales can be tough, so it’s easy to get discouraged when the rejections start piling up and your customers stop answering the phone. This allows the wrong thought patterns to start developing, soon you aren’t making quotas and then you begin looking at job listings waiting for your next downfall. Sales expert Mark Hunter can relate as his start to sales was discouraging. The lessons he’s learned throughout his career are revealed in A Mind for Sales. He discovered that sales can be incredibly rewarding, such as customers calling you for advice, thanking you for improving their business, and referring you to colleagues. The difference is simply developing mindset and momentum habits. In A Mind for Sales, you’ll learn how to: Feel energized by renewed purpose and success in your sales role by following the success cycle approach. Receive practical strategies on how to change your mindset and succeed in sales. Learn the daily habits needed to maximize productivity and make hitting the ground running strategy #1. Gain real-world insights from Hunter’s vast experience as a successful sales professional and sales coach. Let this book inspire and prepare you to form the new habits you need to succeed and to realize the incredible rewards that a successful life in sales makes possible.
Sales Force Management
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Author : Mark W. Johnston
language : en
Publisher: Routledge
Release Date : 2013-05-02
Sales Force Management written by Mark W. Johnston and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-05-02 with Business & Economics categories.
In this latest edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the tradition of excellence established by Churchill, Ford, and Walker, solidifying the book's position globally as the leading textbook in the field. It’s a contemporary classic, fully updated for modern sales management practice. Including the Churchill, Ford, and Walker approach, the new edition also features: A strong focus on leadership, technology, innovation, ethics, and global business New material integrated throughout the book on multifaceted sales communication approaches, leadership, and the relationship between the marketing and sales functions Continued partnership with HR Chally, a global sales consultancy that supplies cutting-edge data for each chapter, allowing students to benefit from understanding and working with real-world applications of current sales force challenges Enhanced learning features, such as short and long cases to stimulate discussion, leadership challenges to assess students’ ability to make decisions, role plays to allow students to learn by doing, and more Further resources for instructors and students are available at www.routledge.com/cw/johnston-9780415534628 .
Network Marketing
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Author : Charles F. Amick
language : en
Publisher: Universal-Publishers
Release Date : 1998-12
Network Marketing written by Charles F. Amick and has been published by Universal-Publishers this book supported file pdf, txt, epub, kindle and other format this book has been release on 1998-12 with Business & Economics categories.
Between six and seven million people discover network marketing every year. With the promise of a huge monthly income, they trade their hopes and dreams for a chance to sell friends and family their new hopes and dreams. Most network marketers will not be proud of the results. They'll arrive where they started with less money and even less self-respect. Network Marketing: How To Play By Your Own Rules and Win offers an alternative to the traditional plan: an alternative that encourages you to follow your own path to success. Together, we'll start with your first day of network marketing and journey through to your prospecting campaigns. We'll discuss what really works for you and why, and we'll identify warning signs you should watch for. We'll even confront topics that "experts" are afraid to address. By gaining the benefits of proven advice, you'll learn exactly how to achieve your goals. Network marketing can provide you with the happiness, security, and comfort you desire, but only if you succeed. Network Marketing: How To Play By Your Own Rules and Win is the key to discovering the secrets and solutions you need to finally win the game of network marketing.
Independent Banker
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Author :
language : en
Publisher:
Release Date : 1989
Independent Banker written by and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1989 with Banks and banking categories.