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Christian Schmitz - One of the best experts on this subject based on the ideXlab platform.
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Group influences of Selling teams on industrial salespeople’s cross-Selling behavior
Journal of the Academy of Marketing Science, 2013Co-Authors: Christian SchmitzAbstract:Cross-Selling offers tremendous benefits for both vendors and customers. However, up to 75% of all cross-Selling initiatives fail, usually for sales force–related reasons. Yet prior research has largely ignored the role of salespeople in the field of cross-Selling. Using a motivation–opportunity–ability (MOA) framework, this research addresses factors that determine a salesperson’s cross-Selling performance, including the predominant role of the Selling team as a social environment in which individual behavior occurs. A dataset of 231 industrial salespeople working in 55 teams reveals that 37% of overall variation in behavior is caused by differences across teams. The team-specific hypotheses, based on social norms and reputation theory, are tested with a hierarchical linear modeling approach with matched data from three sources. Individual cross-Selling motivation has a stronger effect when a Selling team has strong cross-Selling norms, and in the specific context of cross-Selling, Selling team reputation can constrain individual behavior that might damage that reputation. Salespeople also develop beliefs about the reasons for their team reputation, including its cross-Selling ability, which can reduce an individual salesperson’s reputational concerns and hence reinforce individual cross-Selling behavior. These results have significant theoretical and managerial implications.
Kirby L J Shannahan - One of the best experts on this subject based on the ideXlab platform.
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making sense of the customer s role in the personal Selling process a theory of organizing and sensemaking perspective
Journal of Personal Selling and Sales Management, 2013Co-Authors: Rachelle J Shannahan, William C Moncrief, Alan J. Bush, Kirby L J ShannahanAbstract:This paper argues for the adoption of the theory of organizing and sensemaking framework as the theoreticalunderpinning of the personal Selling process in a relational Selling context. For relational Selling, one should not think of the Selling process as a normative series of steps that a salesperson passes through with the help of a sales manager. Instead, by expanding our notion of sales organization members beyond salespeople and sales managers to include the customers with whom salespeople interact, we argue that one should recognize the personal Selling process as a more prescriptive customer-involved interpretation system concerned with uncertainty reduction during and between every customer– salesperson interaction.
Fajar Eka Saputra 042040028 - One of the best experts on this subject based on the ideXlab platform.
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ENGARUH PERSONAL SellinG TERHADAP PENJUALAN SURAT KABAR PIKIRAN RAKYAT PADA BAGIAN SIRKULASI DI PT. PIKIRAN RAKYAT BANDUNG
2018Co-Authors: Fajar Eka Saputra 042040028Abstract:ABSTRAK PT. Pikiran Rakyat merupakan perusahaan yang bergerak dibidang bisnis informasi jasa. Perusahaan ini memproduksi dan menjual surat kabar Pikiran Rakyat. Semakin banyaknya bisnis usaha di bidang jasa informasi yang beredar di Jawa Barat, baik surat kabar lokal maupun nasional, menyebabkan semakin ketatnya persaingan di bisnis tersebut, dimana perusahaan bersaing untuk mendapatkan konsumen supaya dapat meningkatkan keuntungan dari penjualan korannya. Permasalahannya adalah belum tercapainya target penjualan koran yang ditetapkan oleh PT. Pikiran Rakyat pada periode 2005-2007 dan belum tercapainya target laba sesuai dengan target yang telah ditetapkan oleh PT.Pikiran Rakyat pada periode 2005-2007. Hal ini diduga karena Perusahaan kurang memperhatikan pentingnya persiapan sebelum penjualan, khususnya pengetahuan tentang produk yang ditawarkan, personal Selling kurang memahami sepenuhnya pendekatan pendahuluan. Tujuan Penelitian ini yaitu untuk mengetahui bagaimana pelaksanaan personal Selling dan penjualan di PT. Pikiran Rakyat, pengaruh personal Selling terhadap penjualan di PT. Pikiran Rakyat, hambatan-hambatan dan usahausaha untuk mengatasi hambatan dalam pelaksanaan personal Selling pada bagian sirkulasi di PT. Pikiran Rakyat Bandung. Metode yang digunakan adalah deskriftif analisis dengan teknik pengumpulan data adalah observasi non partisipan, wawancara dan penyebaran angket, sedangkan teknik analisis data yang digunakan adalah uji validitas, uji reliabilitas, regresi linier dan koefisien determinasi. Berdasarkan data yang telah diperoleh dari hasil penelitian diketahui bahwa pelaksanaan personal Selling yang dilakukan oleh PT. Pikiran Rakyat Bandung masih belum maksimal dalam pelaksanaannya khususnya dalam pelatihan tenaga penjual, teknik pendekatan terhadap konsumen, dan pencapaian tujuan penjualan PT. Pikiran Rakyat Bandung masih belum tercapai khususnya dalam pencapaian volume penjualan dan pencapaian jumlah laba. Selain itu teruji bahwa terdapat pengaruh personal Selling terhadap penjualan sebesar 82,81% dan sisanya dipengaruhi oleh faktor-faktor lain di luar penelitian 17,19% seperti promosi penjualan, pelatihan tenaga kerja dan balas jasa terhadap tenaga penjual. Hambatan-hambatan yang dihadapi tenaga penjualan yaitu kurang menguasai teknik-teknik menjual dan teknik mempengaruhi konsumen, perusahaan memiliki anggaran pelatihan yang terbatas. Saran peneliti yang dapat di ungkapkan adalah sebaiknya perusahaan lebih selektif dalam merekrut tenaga penjual, meningkatkan pengawasan dan evaluasi terhadap tenaga penjual dan perusahaan meningkatkan anggaran untuk kegiatan personal Selling. Kata Kunci : Personal Sellin
Konstatinos Georgakas - One of the best experts on this subject based on the ideXlab platform.
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Antecedents of adaptive Selling among retail salespeople: a multilevel analysis
Journal of Retailing and Consumer Services, 2013Co-Authors: Antonis C. Simintiras, Kemefasu Ifie, Alan Watkins, Konstatinos GeorgakasAbstract:The literature on adaptive Selling behavior has grown rapidly over the years, with heavier emphasis placed on industrial/professional salespeople and less attention given to retail salespeople. This study contributes to addressing this imbalance by examining the effects of two salesperson factors (Selling skills and affective commitment) and two company-level variables (empowerment and behavior-based control) on the adaptive Selling behavior of retail salespeople. Using data obtained from a two staged sampling procedure (105 companies and 419 salespeople), we employ a multilevel analytical procedure to model the effects of the salesperson and organizational factors on adaptive Selling behavior of retail salespeople. The results indicate that Selling skills and affective commitment directly influence adaptive Selling while empowerment and behavior based control only indirectly influence adaptive Selling behavior. Based on the findings of this study, implications for managing retail salespeople as well as limitations and suggestions for future research are presented.
Paolo Guenzi - One of the best experts on this subject based on the ideXlab platform.
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organizational drivers of salespeople s customer orientation and Selling orientation
Journal of Personal Selling and Sales Management, 2011Co-Authors: Paolo Guenzi, Luigi Mario De Luca, Gabriele TroiloAbstract:The practice of customer-oriented Selling (COS) has been identified as a key variable in an era of relationship Selling and consultative Selling. However, compared with the “traditional” Selling orientation (SO), COS requires greater expenditure of effort by the salesperson in customer interactions. As a consequence, salespeople have to be motivated to engage in this mode of Selling, but, unfortunately, factors that motivate customer orientation are still not well known. Our study develops and tests a model of organizational drivers of COS and SO on a sample of 326 managers. Such organizational drivers refer to the company culture, structure, strategy, and systems. We also analyze the effect of COS and SO on the creation of superior customer value.
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An empirical investigation into the impact of relationship Selling and LMX on salespeople's behaviours and sales effectiveness
European Journal of Marketing, 2009Co-Authors: Nicholas G. Paparoidamis, Paolo GuenziAbstract:Purpose – This study aims to develop and test a model of relationship Selling management. It seeks to examine the impact of leadership quality and relationship Selling, as antecedents of salespeople's relational behaviours, on sales effectiveness.Design/methodology/approach – Starting from a review of literature, the model incorporates two classes of salespeople's relational behaviours, namely customer‐oriented Selling (COS) and adaptive Selling (AS), two classes of managerial antecedents (i.e. relationship Selling strategy and LMX) and one consequence (sales effectiveness). The authors collected data from 164 sales manager‐salesperson dyads in a sample of French firms. A structural equation modelling approach was employed to test the hypotheses.Findings – The findings show that relationship Selling and LMX stimulate salespeople's relational behaviours, which in turn positively affect sales effectiveness. Moreover, the results reveal a positive impact of relationship Selling on sales manager‐salesperson e...