-
The Four Social Styles
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,... -
Maslow’s Hierarchy of Needs
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,... -
In Honor of the Great Zig Ziglar
by Dr. Eli Jones CommentAudio, Community, Little Things, Photos, Published Research, Selling ASAP Book, Selling ASAP Thoughtware, Series, Videos, Your Sales PassportNovember 29, 2012The SellingASAP team extends our deepest condolences to the Ziglar family. We pray for comfort and peace in this time of grief. The amazing inspirational legacy of Zig Ziglar will live perpetually through sales professionals around the world! -
Motivational guru Zig Ziglar dies at 86
Zig, you will be missed and never forgotten. CNN: Motivational speaker and author Zig Ziglar died Wednesday in Dallas “after a short bout with pneumonia,” his spokesman said. He was 86. “Zig Ziglar passed from this world today after a short bout with pneumonia. Though his time on earth has ended,... -
Pursuing Excellence
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... -
Customer Relationship Management: Finding Value Drivers
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... -
The Attenuating Effect Of Role Overload On Relationships Linking Self-efficacy And Goal Level To Work Performance
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... -
Firm Market Orientation And Salesperson Customer Orientation
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... -
Technology Use On The Front Line: How Information Technology Enhances Individual Performance
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... -
Examining The Effect Of Salesperson Service Behavior In A Competitive Context
Michael Ahearne & Ronald Jelinek & Eli Jones While few scholars debate the importance of doing things to improve the quality of the buyer–seller relationship, little is known about what salespeople can do after the point of the initial sale to enhance customer satisfaction and trust. On the basis of...
Most Recent Comments