1. Angela

    The Four Social Styles

    by
    Comment
    When it comes to selling, it’s important to know what social style your prospective client is. By accommodating your prospect’s social style, you will not only effectively capture the prospect’s attention, but you will connect with the prospect on a deeper level, improving your sales. There are four social styles,...
  2. Angela

    Maslow’s Hierarchy of Needs

    by
    Comment
    When it comes to selling, it is important to make a connection with the prospect. One of the best ways to understand the buyer is to uncover his wants and needs. One of the most frequently referenced models is Maslow’s Hierarchy of Needs. A staple in the field of psychology,...
  3. Fern Jones

    Pursuing Excellence

    by
    Comment
    Excellence begins with people who engage in building and growing their characters. Pursuing excellence means engaging in backward planning—the salesperson must begin with the end in mind. Salespeople must ask themselves where they want to be and then decide how to get there. Excellence for salespeople is about “being all...
  4. Dr. Eli Jones

    Customer Relationship Management: Finding Value Drivers

    by
    Comment
    Despite significant interest from both academicians and practitioners, customer relationship management (CRM) remains a huge investment with little measured payback. Intuition suggests that increased management of customer relationships should improve business performance, but this intuition has only inconsistent empirical or real world support. To remedy this situation, this study identifies...
  5. Dr. Eli Jones

    The Attenuating Effect Of Role Overload On Relationships Linking Self-efficacy And Goal Level To Work Performance

    by
    Comment
    The reported research examines the moderating effects of role overload on the antecedents and consequences of self-efficacy and personal goal level in a longitudinal study conducted in an industrial selling context. The results indicate that role overload moderates the antecedent effect of perceived organizational resources on self-efficacy beliefs. They also...
  6. Dr. Eli Jones

    Firm Market Orientation And Salesperson Customer Orientation

    by
    Comment
    Interpersonal And Intrapersonal Influences On Customer Service And Retention In Business-to-business Buyer–seller Relationships Eli Jones, Paul Busch, Peter Dacin The authors examine the influence of a firm’s market orientation and salesperson customer orientation on buyer–seller relationships. Data from a national manufacturer’s sales force and retail trade customers were used to...
  7. Dr. Eli Jones

    Technology Use On The Front Line: How Information Technology Enhances Individual Performance

    by
    Comment
    This study explores and tests a new model that links different types of technology usage to individual-level outcomes. The primary objective of this study is to examine the effects of efficient use (routinization) and effective use (infusion) along with the traditional measure of usage—namely, frequency of use—on two dimensions of...

About SellingASAP.com

With blog posts and videos, the Selling ASAP website provides additional resources for the up and coming sales professionals who are looking to position themselves above the toughest competition. Hone your selling skills and learn how to become a trusted advisor.

The Selling ASAP book

Selling ASAP: Art, Science, Agility, Performance is a book that combines both timely and time-less components of selling to help professionals achieve their sales objectives in today’s fast-paced business world. With practical tips and innovative sales techniques, this invaluable guide stresses the importance of viewing a sale not as a one-time encounter, but as an opportunity to build a long-lasting mutually beneficial relationship.

Connect With Us

Follow us:
Feeds: RSS | RSS2 | RDF | Atom | Videos | Photos
Have feedback? Let us here it.

Art // Science // Agility // Performance

Copyright © 2014 Selling ASAP. All rights reserved.