Sign In
(signout)
Contact us
Search
It looks like your browser does not have JavaScript enabled. Please turn on JavaScript and try again.
About FDC
Return
FDC at a glance
Board and Councils
Faculty
Facilities
Ranking and Accreditations
FDC & The World
Return
International Partnerships and Alliances
FDC International Hub
FDC News
Social Education
Return
FDC - Cardinal Dom Serafim Social Center
Get in Touch and Contribute
Education
Return
FDC International HUB
Executive Education Programs
Degree Programs
Research & Collections
FDC Library System
Life at FDC
Return
Life in Brazil
International Students at FDC
Learning Journeys in Brazil and Abroad
FDC
>
en
>
Research
>
publications
Knowledge
Research and Development Centers
Innovation and Entrepreneurship Center
People and Leadership Development Center
Sustainability Center
Strategy and International Business Center
Logistics, Supply Chain and Infrastructure Center
Publications
The FDC Library System
00A1BE
FFFFFF
Imagem Box 2
Publication
Developing Sales Force Effectiveness: an exploratory study.
Year
2018
2017
2016
2015
2014
2013
2012
2011
2010
2009
2008
2007
2006
2005
2004
2003
2002
2001
2000
1999
1998
1997
1996
1995
1994
1993
1980
1979
1978
2019
2020
Português
Inglês
Espanhol
Article
Book
Case Study
DOM Magazine Articles
FDC Executive
Idea Workbook
Proceedings
Research Report
Find only publications available for download
Search
Download pdf
http://ci.fdc.org.br/AcervoDigital/Artigos%20FDC/Artigos%20FDC%202013/DEVELOPING%20SALES%20FORCE%20EFFECTIVENESS.pdf
Download Abstract
Developing Sales Force Effectiveness: an exploratory study.
Year of publication:
2,013
Publication:
Slovenia, E-Leader Conference, Jan. 2013.
Pagination:
Authors:
BRUNO, Léo.
Type of Publication:
Article
Main Author:
Bruno, Léo 1947-
Other Authors:
BRUNO, Léo.
Summary:
The study sought to: (1) evaluate the predominant sales styles, the sales effectiveness, and the relationship among sales style flexibility, sales effectiveness and net income performance of a group of sales persons of several organizations, and (2) develop, implement, and evaluate a complementary Sales Training Program. To identify the predominant sales styles, as well as the selling effectiveness of the 200 involved salespersons, of the involved organizations (15), it has been used an instrument available in the market. To compute the net income of the salespersons of the involved organizations, an archival data gathering was conducted involving each one of the sellers. To investigate the relationship between sales flexibility, taken the average value per organization, and the average net income of each organization, it has been used the linear regression statistics computing the linear correlation coefficient between the before mentioned two variables. To investigate the relationship between sales effectiveness, taken the average value per organization, and the average net income of each organization, it has been used the linear regression statistics computing the linear correlation coefficient between the before mentioned variables. To assess the Sales Training Program three variables were selected: selling style flexibility, selling effectiveness and sales net income performance. A quasi-experimental design consisting of a pretest-posttest nonequivalent control group was used involving two organizations sales force in the experimental group (30 salespersons) and 13 organizations in the control group (170 salespersons). Analysis of means, variance, Pearson r, and Student t test were used for data analyses. The study has uncovered lack of flexibility regarding the selling styles, presenting styles of persuading and committing as dominants. The study also showed that the selling effectiveness of the involved salespersons was at a low level before any training efforts. The research also pointed out a high positive relationship between selling flexibility and sales net income performance, as well as selling effectiveness and sales net income performance. Finally, the research uncovered a high positive influence of the sales training efforts on the selling flexibility, selling effectiveness and sales net income performance.
Language:
Inglês
Reference Number: