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This paper proposes an expanded view of industrial buyer-seller similarity. Past research indicates that business buyers may judge their degree of similarity with a salesperson in terms of observable characteristics (physical attributes and behavior) and internal characteristics (perceptions, attitudes, and values). The synthesis of findings suggests that internal similarity can increase a business buyer's willingness to trust a salesperson and follow the salesperson's guidance and, therefore, increase the industrial salesperson's effectiveness. In contrast, the literature reviewed also indicates that, under most circumstances, observable similarity exerts a negligible influence on a business buyer's perceptions or a salesperson's effectiveness. Thus, the key finding is that it is more important for buyers and sellers to think alike than to look alike. An implication is that managers will not derive a substantial benefit from simply matching salespeople and buyers demographically. Indeed, improvements to a sales force's performance can be gained by hiring salespeople who possess the flexibility to identify potential areas of internal similarity and training them to build upon those issues to foster positive perceptions with buyers., Introduction A ubiquitous issue facing industrial sales managers is the ongoing need to enhance sales force effectiveness. Researchers have attempted to identify variables that are positively associated with salesperson performance [...]

This study reports findings from an experiment designed to investigate how verbal exchange between a salesperson and a prospect influences sales outcomes of an initial sales encounter. One hundred ninety-six salesperson-customer dyads were videotaped controlling for sales situation variables. Findings provide support for the idea that elements of task and social disclosure differentially influence customer perceptions of interaction quality and business relationship potential. In addition, the study illustrates a methodology that can be used to investigate dyadic interchange., Introduction The two-way flow of information is what distinguishes personal selling from other forms of promotion (Weitz 1981). It is through the act of disclosing information to the other party [...]

One of my local peers in the sales training field recently proclaimed himself 'Charlotte's Best Salesman.' He's welcome to appoint himself to the throne. It's a label that I hope [...]

The author reports the findings of Caliper Inc. in a study on the personality traits and attributes common to great salespeople. The purpose was to help managers in making hiring decisions. Results show that the top salespeople share the following traits: ego strength, a sense of urgency, ego drive, assertiveness, a willingness to take risks, sociable, abstract reasoning, a healthy sense of skepticism, creativity and empathy. A surprising fact to the researchers is that one third of these 'sales stars' did not have prior sales experience., Rasmusson, Erika (1999), 'The 10 Traits of Top Salespeople,' Sales and Marketing Management, 151 (August), [...]

The author reports on a study from the National Center for Problem Gambling that claims that of the 8 million people who have gambling problems, a sizable percentage are likely to be salespeople. The personality of salespeople and the characteristics of a career in sales make it easier for people to have time to devote to gambling. People in sales are attracted to gambling because they normally are interested in making more money, confident and risk-takers. Unfortunately, gambling can influence a salesperson's job performance as well as personal life, so sales managers are advised to be cognizant of those who are having troubles., Lorge, Sarah (1999), 'You Bet Your Life,' Sales and Marketing Management, 151 (December), [...]

In this unprecedented bull market, selling in the financial industry is more lucrative than ever. It's also hell for many women, who are blatantly harassed and discriminated against by their [...]

How often are salespeople the very reason why customers buy? Can salespeople ever be that one critical reason for the purchase? How often are they simply the coordinator of the […]

I'M GOING TO PREACH to you this month, so gather 'round and heed my words. The subject of my sermon? That oft-misunderstood, even maligned idea we call family values. Specifically, […]

Tips on how a salesperson can build a network of people that will bring them referrals are presented. Asking a person about their business and re-introducing one's self to an earlier acquaintance while remembering their names are some elements in the process of building this network.

Suggestions on how salespeople can control the way information technology participates in their life are presented. They should evaluate the time they spend being 'connected' and to spend some time to learn what makes them truly happy and to focus on that aspect.

From this moment on your objective is to become the best, only the best. Keep in mind, though, the greater the prize, the steeper the price. The people who make [...]

When was the last time you asked for the order and your prospect told you that they wanted to take it home and sleep on it? Unless you're selling mattresses, […]

Veteran sales representative Harry Abramson says that reps need to be a regular and effective communicator. Abramson adds that reps should remember that sales are lost as the result of poor communication and to communicate the entire picture. He believes that the top communicators are the top performers.

Until mid-2006, it had been five years since Leo's Sales and Service Ltd. had a sales representative for its northern territory in Manitoba, Canada. So when the Winnipeg dealership's first [...]

Every smart sales and marketing pro knows that good relationships are at the root of professional success. Though it's common for the lines between business and pleasure to blur, the […]

THE OVERLY aggressive salesperson is a stereotype with which we're all familiar. Suave, smooth-talking, and out to dupe you into paying more than you might otherwise for a product or [...]

In real terms, computers have never been cheaper. Although sales are slowing, demand is still strong. Yet many retail experts argue that retailers are missing out on sales by failing [...]

The vertical-dyad-linkage model (VDL) is offered as a tool to explore the infrastructure of a sales team. Building on the philosophy found in most sales management literature that salespersons are to be managed as individuals, VDL theory allows an exploration of the underlying social organization that is present in all sales forces. Thus, the style that a manager uses with a particular salesperson will vary depending on the exchange relationship established (cadres, hired hands). The objectives of the paper are to explore the general tenets of VDL theory, to assimilate the theory in sales management, to provide implications for sales managers and salespeople, and to discuss the important implications for sales management research. (Reprinted by permission of the publisher.)

PARTY ANIMALS The lyrics of the new Beastie Boys hit probably don't strike a very receptive chord among agency media people these days. Oh, it's not so much that they [...]

Government's increased vigilance against sales of alcoholic beverages to minors has heightened the pressure on convenience stores to verify the ages of their younger customers. Some stores have imposed a carding system which unfortunately could easily be falsified using high technology gadgets. An alternative identification system is to use bar-coded driver's licenses that can be decodified by common scanning equipment. As for negligent store employees, the organization Being an Alcohol Responsible Store launched a rewards program for motivating consistent carding practices., With the recent nationwide focus on carding for the sale of tobacco merchandise, it's easy to become lax with checking identification for the other age-sensitive product sold in convenience stores: [...]

Three generations of McTigues have made selling a family tradition Don't call it nepotism, call it fate. How is it possible that 11 members of one family--plus spouses and in-laws--wind […]

The Sao Paulo fest's industry gatherings this year feature a lineup of Swedish filmmakers, producers and government reps as well as roundtable of Brazilian producers with reps of international distribs [...]

Giving financial reward or commission to appliance salespeople can make them improve the rates on closing extended service plans. But they also need to be provided with the proper training on how to talk to customers and let them know that they are after the customers' best interests. Details on how salespeople can improve their sales skills are discussed.

Salespeople are often trained regarding product knowledge so they can inform the buyers of what they are selling, but customers are said to not want to be lectured about products. Ten questions salespeople should answer before starting to talk about their products.

AT ISSUE: Should managers socialize with salespeople outside of the workplace? SALESPERSON: "It is important to socialize and connect with your manager outside the workplace. It's an opportunity to express […]

AT ISSUE: Should managers be friends with their salespeople? The relationship you have with a manager should mirror what you have with a client. It should be professional--not the kind […]

This study addresses the factors affecting the development of long-term buyer-seller relationships in two different international selling environments, North American and Asian, as shown in a sample survey of hotel salespeople. The interpersonal interaction factors of the buyer-seller relationship of structural bonding, social bonding, communication style, communication content, and trust were analyzed cross-culturally based on national culture, as represented by the salesperson's personal values. Differences were found in the importance of those factors in different selling environments based on the salesperson's national culture. Findings also indicate that the level of emphasis given to social bonding with the customer and the communication style of the salesperson may be given too much attention. Trust, however, was determined to play an important role in the maintenance of the long-term buyer-seller relationship, particularly in Asia.

Developing and nurturing relationships is a difficult task that pays off great dividends for persevering sales people. In business, quality, delivery and price are important issues but relationships serve as the buffer that allows problems to be resolved peacefully. The book 'Relationship Selling' is a compilation of observations made by its author, Jim Cathcart, on how to build the right relationships. Among his observations, he cites self-improvement as a way of improving relations with other people. He also cites honesty, integrity and maturity as important virtues to possess.

In a recent column, I made the comment that selling is the easiest job in the world. A reader took me to task on the comment and went into detail [...]

Banks should cultivate a sales culture to maintain their competitive position. The development of an effective sales culture will entail the integrated use of strategy, structure, systems, staff and skills. In a successful sales culture, sales personnel be trained to respond positively to changes and challenges and to actively seek customers' business. The four major factors that should be considered in the development of a sales culture are market trends, customer needs, competition and skills and limitations., In today's competitive financial industry environment, banks in particular need to strive to be as sales-oriented as possible. Increasing competition, maturing technologies, cost pressures, and declining margins all increase management's [...]

Americans usually regard sales people with an unusual level of contempt. They do not realize that the future of the manufacturing industry depends heavily on sales forces since they are the ones who bring the products directly to the consumers. The industry will not survive by itself despite the advances in engineering and manufacturing technology if not for the presence of a hardworking and excellent sales force., When did sales become a dirty word? Not in the financial sense, i.e. Annual Sales. Or in the retail sense -- 'all the stores in the mall are having sales.' [...]

A hypothetical case is developed in which an office automation firm must deal with the outrageous demands of its best and brightest salesman and systems analyst, a gentleman whose attitude in front of clients is charming and persuasive, but who rants and raves when management appears to be slow in fulfilling the needs of his clients. Eventually the employee flares up at the company's CEO and disappears, but still the executive is leery of letting him go because of the number of clients the firm would lose. It is suggested that the CEO learn how to harness the entrepreneurial talents of the analyst to make him productive within the confines of the company and to give him enough freedom to let his talents truly bloom.