academic research

Academic Research • Selling Effectiveness, Territory Management

Ideal versus Actual Number of Sales Calls: An Application of Disconfirmation Theory

September 16, 2013

The current study focuses on the relationship that buyers have with their salespeople. Specifically, the study uses disconfirmation theory to evaluate whether a salesperson that meets or exceeds the buyer’s ideal number of sales calls has higher levels of commitment, trust, and satisfaction

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academic research

Academic Research • Sales Process Management

Testing an Enhanced, Process-Based View of the Sales Process

July 02, 2013

This paper proposes that traditional process-based frameworks of selling may be underspecified given three realities affecting the sales role today: (1)longer sales cycles, (2) an increased customer demand for total solutions, and (3) a shift from a product- to a services-centric economy. An argu

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academic research

Academic Research • Selling Effectiveness

The Effects of Facial Attractiveness and Gender on Customer Evaluations During a Web-video Sales Encounter

March 26, 2013

The use of virtual environments as a support platform for demonstrating products and providing after-sales advice is today relatively commonplace. The Web-video interface represents a fundamental shift away from traditional selling atmospherics where the facial appearance of sales perso

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academic research

Academic Research • Strategy & Planning, Leadership Development, Sales Training

The Role of Top Management in Developing a Customer-Oriented Sales Force

January 02, 2013

Subhra Chakrabarty, Gene Brown, and Robert E. Widing II

Reprinted with permission from The Journal opf Personal Selling and Sales Management. A national random sample of industrial salespeople was surveyed to examine the effects of salespeople’s perceptions of top management long-term orientation, top management emphasis, and top management

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academic research

Academic Research • Sales Technology, Social Media

Revolution in Sales: The Impact of Social Media and Related Technology on the Selling Environment

September 30, 2012

Greg W. Marshall, William C. Moncrief, John M. Rudd, and Nick Lee   Republished from The Journal of Personal Selling and Sales Management   Over the years several articles have tracked the impact of technology on various aspects of the sales domain. However, the advent o

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research

Research • Sales Technology, Sales Operations

Tablet PC Usage by Sales Organizations

August 01, 2012

Research Update

The Sales Management Association’s research on tablet PC usage among business-to-business sales organizations was conducted in the first half of 2012. Target participants were sales and sales operations management within the Sales Management Association's membership and online community

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research

Research • Coaching, Sales Operations, First Line Sales Management, Sales Training

Research Brief: Motivating the Sales Force [Spring 2012 Chapter Focus]

July 09, 2012

This spring's Sales Management Association chapter meetings in Chicago and Atlanta included panel discussions on "Motivating the Sales Force." [Our spring meetings were the first featuring a common topic, something we'll continue as we add new chapters (including Houston and Twi

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academic research

Academic Research • Sales Compensation, Sales Operations, Sales Performance Management

Breaking the Sales Force Incentive Addiction: A Balanced Approach to Sales Force Effectiveness

June 12, 2012

Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer

Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer   Dating back more than a century, companies have used incentives such as commissions and bonuses to motivate anddirect the activities of salespeople. Today, sales force incentives comprise a large portion of sales force pay

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research

Research • Coaching

Conquering the Competition: New Strategies for an Age-Old Problem

April 03, 2012

Competition remains one of the most pressing challenges facing sales organizations. And perhaps more concerning, competition is increasing versus years past. In fact, 85 percent of global executives surveyed by McKinsey & Company describe their business environment as more competitive than it

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research

Research • Sales Process Management, Coaching, First Line Sales Management, Sales Training, Sales Performance Management

The Perfect Pipeline: How To Measure and Manage a Productive Sales Pipeline

March 29, 2012

There are many different types of interactions that take place between sellers and managers, but there is one particular meeting that stands out as near-universal among business-to-business sales forces: the sales pipeline review meeting. During this discussion, the rep and manager go through ind

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