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Naturalistic Decision Making In First Sales Calls: A Narrative Study Of Experienced Technical Sales Professionals, Douglas Williams

Graduate Theses and Dissertations

The first conversation between business-to-business sellers and new customers comes with the potential for both opportunity and risk. Sellers spend substantial effort gaining the right to engage in a first call with a potential customer. This study fills a gap in the literature by exploring the role of Naturalistic Decision Making (NDM) and how it impacts the way experienced technology sales professionals navigate first conversations with new customers. NDM explores how experienced professionals make decisions in high-stakes, real world situations that are ambiguous, time-pressured, and have poorly defined goals. While NDM studies have been performed in other professional disciplines, none …