Sales and Merchandising Commons^™

Which Attributes Separate Top-Performing Outside Salespeople From The Rest?, Paul Niemann

Dissertations

For decades, sales organizations have faced the ongoing challenge of attaining the maximum sales results from their salespeople. Whether a salesperson has plenty of skill but lacks the will to reach their potential or has the will to become a top salesperson but lacks the necessary skills to reach their potential, the failure of sales organizations to obtain maximum results from their salespeople is a problem. Some salespeople have plenty of skill but lack the will to reach their potential, while others have the will to become a top salesperson but have not yet acquired the necessary skills to reach …

Crowd Sourced Product Reviews: A Study Of Evaluation Standards Used, Alexander W. Manga

Dissertations

People are using online product reviews and evaluations more and more (Chandler et al., 2013). As the usage of online reviews persists and more smart phone applications are created, the demand for online product review continues to increase; yet, there is no indication of the quality of these reviews. In fact, some online reviews have been found to be fraudulent and misleading. Many online product reviews come from Internet-based crowdsource organizations. Few studies have explored evaluation practices among these organizations, and as a result, it is unclear what, if any, evaluation standards are used by crowdsource reviewers, particularly those found …

Behavior Based Sales: A Study Of Behavioral Techniques For Sales Performance Improvement, Peder Henrik Seglund

Dissertations

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 …