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Behavior Based Sales: A Study Of Behavioral Techniques For Sales Performance Improvement, Peder Henrik Seglund
Behavior Based Sales: A Study Of Behavioral Techniques For Sales Performance Improvement, Peder Henrik Seglund
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The purpose of the present study was to evaluate the impact of a behavior-based sales training package on sales performance for the sales divisions of two different organizations located in separate cities in the Midwestern United States. The independent variable was a package that included: behavior-based sales training; feedback; and reinforcement. The primary dependent variable was sales performance results, which is a measure of the participants’ closing percentage. Secondary dependent variables included income, participant attendance at sales meetings, participant satisfaction, and changes in knowledge (at site 2 only).
The intervention package was implemented at each site over a course of …