- 2015-03-09 (x)
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- Sales management (x)
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Show moreThis paper examines the factors that could influence moving up the median productivity and decreasing the transaction costs involved with building and maintaining a commission based financial sales team. The prime initiating influence, it is hypothesized, is the Positive Deviant Branch Manager who in his/her capacity as the leader can ‘infect’ individuals within the branch so as to generate better results. This paper will review Emotional Intelligence, Leadership, Emotional Contagion, Self-Efficacy, Optimism and Development and relate these to the findings from an exploratory field work consisting of six pilot interviews. This preliminary research suggests that as a method of selection, Branch Managers should be tested for certain Emotional Intelligence Competencies as these may represent in part, the ingredients for ‘infection’.
Doctorate of Management Programs
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Show moreA very high proportion of those engaged in selling cannot sell…. If American sales efficiency is to be maximized and the appalling waste of money and manpower which exists today is to be minimized, a constructive analysis must be made of what selling really is and how its effectiveness can be enhanced…. We must look a good deal further - into the mysteries of personality and psychology - if we want real answers. (McMurray, Robert 1961) This research seeks to explore the use of Kolb’s experiential learning theory as a framework for understanding salesperson success in relationship selling. Augmenting previous research, we investigate the influence of advisor learning styles and advisor adaptive flexibility on sales performance. Building on David Kolb’s (Kolb, 1976, 1977, 1985) and Richard Boyatzis’ (Boyatzis & Kolb, 1993) previous experiential learning research, we selected the Learning Style Inventory and Adaptive Style Inventory as the instruments to gather this data. The results of this research suggest that relationship sales success is influenced by flexibility, regardless of learning style preference. Key words: Experiential Learning Theory, Learning Style, Adaptive Flexibility, Relationship Sales, Sales Performance, Financial Advisor
Doctorate of Management Programs
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Show moreWhy, when one business unit is successfully using an IT product, will another business unit reject or block its deployment when they have the same or similar business needs? Sales practitioners involved in making sense of these situations, centered on the assimilation of complex software innovations, lack the descriptive tools and language for methodically formulating approaches to overcome such obstacles. Insights have been offered by theories such as Diffusion of Innovation (Rogers, 1995), Technological Frames (Orlikowski & Gash, 1994), and Actor-Network Theory (Callon & Latour, 1981; Law, 1987). Various authors (Fichman, 1992; Lamb, 2003; Letch & Perth, 2001; Silver, Markus, & Beath, 1995) have suggested that a single lens is inadequate for investigating IT innovation in organizational settings. This paper proposed a synthesis of Technological Frames and Actor-Network Theory, combining aspects of both traditions to describe frame dynamics as a Network of Frames. By using elements of Technological Frames and Actor Network Theory we can develop an understanding of relationships and the true ‘identity’ of an actor (Castells, 1997) in decision making settings, we can begin to see how decisions are made and how they may be influenced, directly or indirectly, through frame altering mechanisms.
Doctorate of Management Programs
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Show moreAdaptive selling capabilities enable salespeople achieve success with their customers. Despite numerous studies, there is very little understanding on the mechanisms salespeople use to adapt to various selling situations. Current sales management practices overlook a salesperson’s capability to craft customer specific sales strategies, relying excessively on end-results and activities based controls. This paper aims to increase knowledge by conceptualizing relational behaviors as trust building and value creating efforts, and measuring adaptive selling as a salesperson’s capacity to vary these behaviors depending on customer relationships. Our empirical analysis establishes a positive link between trust building behaviors and sales effectiveness and performance levels. Keywords: Adaptive selling; relational selling behaviors; buyer-seller relationships
Doctorate of Management Programs
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