sales performance presentation
DESCRIPTION
COMSATSTRANSCRIPT
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1. Introduction2. Literature review3. Conceptual framework and research hypotheses4. Research methodology5. Analysis and results6. Conclusions and discussions
The Effect Of Selling Strategies On Sales PerformanceGhazaleh Moghareh Abed and Mohammad Haghighi
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Long-term buyer-seller relationships provide
Fast access to new technologies or markets The ability to provide a wider range of goods and services Economies of scale in joint research and production Access to knowledge beyond a firm’s boundaries Bridges to other firms Sharing of risks Access to complementary skills
Study proposed a conceptual framework and empirically tested a set of hypothesesconcerning the link between selling strategies and sales performance.
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Hypothesized Model
sales performance
Commitment salesperson’s strategy
liability and salespeople strategy
Sincerity salesperson’s strategy
Customer-oriented selling strategy
Adaptive selling strategy
Relational selling strategy
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Research methodology
Development of instruments
Data analysis
Structural equation model (SEM)
•Content validity•Construct validity•Internal consistency reliability
Sample and data collection
Correlation
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Research methodology
Development of instruments
Data analysis
Structural equation model (SEM)
•Content validity•Construct validity•Internal consistency reliability
Sample and data collection
Correlation
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•Data Demographics
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Adaptive selling strategy
Hypothesis H1. There is a positive relationship between adaptive selling strategy and sales performance.
• Unique sales presentation• Flexible in sales approaches• Communication skills
Sales person needs
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Table 1
Adaptive selling strategy
S 1 0.742
S 2 0.568
S 4 0.613
S 5 0.701
Total Variance 56.64
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Adaptiveselling
Customer-oriented
Sincerity ofsalespeople
Liability ofsalespeople
Commitment ofsalespeople
Relationalselling
Adaptive Selling
Correlation 1 0.041 0.168 0.279 0.126 -0.164
Significance 0.755 0.199 0.031 0.338 0.211
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Customer-oriented selling strategy
Hypothesis
H2. There is a positive relationship between Customer-oriented selling strategyand sales performance.
• Gather information about the customer through effective listening • Analyze and understand customer problems• Tailor their offerings to customer needs
Sales person needs
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Table 2
Customer-oriented selling strategy
S 6 0.676
S 7 0.674
S 8 0.790
S 10 0.849
S 11 0.781
Total Variance 56.64
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Adaptive selling
Customer-oriented
Sincerity ofsalespeople
Liability of salespeople
Commitment of salespeople
Relational selling
Customer-oriented selling
Correlation 0.041 1 0.003 0.190 0.042 0.151
Significance 0.755 0.985 0.145 0.751 0.250
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Salesperson’s strategy
Sales person needs
Hypothesis
H3. There is a positive relationship between Sincerity in salesperson and sales performance.
• Sincerity• Commitment• Liability
H4. There is a positive relationship between Commitment in salesperson and sales performance.
H5. There is a positive relationship between Liability in salesperson and sales performance.
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Table 3
Sincerity salesperson’s strategy
S 12 0.662
S 13 0.659
S 14 0.732
S 15 0.870
Total Variance 54.11
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Adaptive selling
Customer-oriented
Sincerity ofsalespeople
Liability of salespeople
Commitment of salespeople
Relational selling
Sincerity of Salespeople
Correlation 0.168 0.003 1 -0.022 0.352 0.119
Significance 0.199 0.985 0.867 0.006 0.366
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Table 4
Commitment salesperson’s strategy
S 17 0.703
S 18 0.815
S 19 0.712
Total Variance 55.48
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Adaptive selling
Customer-oriented
Sincerity ofsalespeople
Liability of salespeople
Commitment of salespeople
Relational selling
Liability of Salespeople
Correlation 0.279 0.190 -0.22 1 0.270 -0.097
Significance 0.031 0.145 0.867 0.37 0.463
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Table 5
Liability and Salespeople Strategy
S 21 0.782
S 22 0.758
S 23 0.691
Total Variance 55.48
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Adaptive selling
Customer-oriented
Sincerity ofsalespeople
Liability of salespeople
Commitment of salespeople
Relational selling
Commitment of Salespeople
Correlation 0.126 0.042 0.352 0.270 1 0.100
Significance 0.338 0.751 0.006 0.037 0.463
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Relational selling strategy
Sales person needs
Risk management
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Table 6
Relational selling strategy
S 24 0.691
S 26 0.676
S 27 0.691
S 28 0.665
Total Variance 61.23
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Adaptive selling
Customer-oriented
Sincerity ofsalespeople
Liability of salespeople
Commitment of salespeople
Relational selling
Relational Selling
Correlation -0.164 0.151 0.119 -0.097 0.100 1
Significance 0.211 0.250 0.366 0.463 0.447
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Conclusion
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Thank you for patience's…
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