sales management research paper

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Personal Selling and Sales Management: A Relationship Marketing Perspective

1999, Journal of the Academy of Marketing Science

The authors examine how the practice of personal selling and sales management is changing as a result of the increased attention on long-term, buyer-seller relationships and identify some implications of these changes. Changes in the traditional personal selling and sales management activities are needed to support the emergence of the partnering role for salespeople. For salespeople in the partnering role, the personal selling shifts from a focus on influencing buyer behavior to managing the conflict inherent in buyer-seller relationships. The emphasis on building relationships rather than making short-term sales and the use of sales teams dictates changes in the way firms select, train, evaluate, and compensate salespeople and members of sales teams. In this article, the authors have suggested some issues concerning the emerging partnering role for salespeople that deserve the attention of scholars interested in personal selling and sales management research.

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Examines the effect of relationship selling activities on salesperson performance. It further explores the link between demographic selection criteria and the propensity of a salesperson to perform relationship selling behaviors. Relationship selling behaviors as examined in this study include interaction intensity, mutual disclosure, and cooperative intentions. The study was based on a sample of 487 business-to-business insurance salespeople. Findings indicate that interaction intensity and mutual disclosure have a significant effect on salesperson performance. Cooperative intentions do not influence performance. Results further demonstrate that some demographic criteria appear to be related to a salesperson's likelihood of engaging in relationship selling.

Industrial Marketing Management, 1980

Salespersons selling to organizations operate in a more complex environment than is typically portrayed in the literature. The scope of models developed in the sales process area has been limited to simple persuasion situations. This article goes beyond traditional sales models by taking into account interactions by various members of the organization involved or potentially involved in the industrial buying process. Implications for industrial sales training process are also discussed.

International Journal of Business …, 2009

Regardless of the growing importance and emphasis on relationship marketing, a complete operation of this concept is still unclear. There is a lack of studies that explore the impact of factors such as salesperson professional selling on customer loyalty. This study seeks to verify the relationship between salesperson knowledge and adaptive selling. Computer retail customers with different cultural backgrounds were used as respondents in this study. Respondents were asked to rate their evaluations of customer loyalty towards the salesperson knowledge and adaptive selling skills through a self-administered questionnaires which were written in English language and Bahasa Malaysia. Correlation analyses with Pearson's r coefficient were performed to identify the degree of one variable's position that occupies the same relative position on another variable. In addition, preliminary analyses were carried out to ensure no violation of the assumptions for linearity, normality, and homoscedasticity. No violations of the assumptions were found. The results of inter-correlation variables of the study indicate that the salesperson professional selling abilities which comprise of salesperson knowledge and adaptive selling managed to show a strong relationship with customer loyalty.

Oxford Handbooks Online, 2011

………………………………………………………………………………………… 21.1 INTRODUCTION Modern organizations are typically composed of functionally specialised departments such as Finance, Manufacturing, R&D, Sales, and Marketing. These departments are to a large extent interdependent when coordinating their activities to service external customers. One of the key roles of these departmental managers is therefore to forge effective ongoing "cross-functional relationships" (CFRs) with other managers. One of the most important of these is the Sales Manager/Marketing Manager CFR, as they are both customer-facing and share a number of broadly similar objectives, e.g., to identify and secure new customers, to build market share, and to service and build revenues with existing customers to ensure the long-term profitability of the company. However, despite the importance of Sales/Marketing CFRs, until relatively recently, they have not attracted much attention in the academic literature. Now, a strong body of scholarly work on this CFR is starting to emerge, and the topic is creating

International Business Review, 1995

Marketing is no longer regarded as a series of independent transactions, but as a dynamic process of establishing and maintaining relationships. In spite of the acknowledged importance of relationship marketing, relational selling behavior and skills appear to be understudied. The authors examine how selling behaviors and skills affect relationship continuity. In contrast to much of the literature, which appears to suggest that relational selling behavior and skills are universally effective, their study among industrial customers shows that the effects of some selling behaviors and skills are contingent on the degree of supplier dependence. Personal similarity, for example, is most effective in low dependence relationships, whereas the negative effects of aggressive selling are less in high dependence relationships. Furthermore, the results suggest that communication and conflict handling have a universally positive impact on relationship continuity.

This study examines the state of research methods in the personal selling and sales management (SALES) literature and assesses the trends and changes in these methods that have taken place in recent decades. The authors examine the research methods described by 1,346 sales articles published in 15 prominent journals over a 29-year period (1980–2008). They compare articles published in Journal of Personal Selling & Sales Management with the aggregate of sales articles published in other journals as well as with articles published in Industrial Marketing Management to reveal any common trends or differences. The results indicate some important shifts in the use of research methods in SALES literature as well as significant differences in the research methods published across different research outlets. This paper outlines the implications of the findings and offers suggestions for how the discipline might improve its use of various research tools.

Sales Management for Improved Organizational Competitiveness and Performance, 2022

Relationship selling is a strategy of attracting suitable consumers and then establishing, sustaining, and strengthening relationships with them to achieve long-term satisfaction through mutually beneficial partnerships. For a firm to remain competitive over time, it must ensure its strategies are difficult for competitors to duplicate. Thus, relationship selling is leveraged as a tool for achieving sustainable competitive advantage. In today's competitive environment, customer relationships are expected; hence, the establishment and development of relationship metrics is not an anomaly within successful sales organizations. With product quality becoming a universal standard and no longer a major source of competitive advantage, firms are striving to escape the quagmire of the “commodity mentality” that has pervaded the market today. To differentiate themselves, a number of these companies are resorting to relationship selling. This chapter focuses on understanding relationship ...

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