The Effect Of Selling Strategies On Sales Performance   Ghazaleh Moghareh Abed and Mohammad Haghighi1. Introduction2. Lite...
Study proposed a conceptual framework and empirically tested a set of hypothesesconcerning the link between selling strate...
Hypothesized Model    Adaptive selling strategyCustomer-oriented selling strategy Sincerity salesperson’s strategy        ...
Research methodology   Development of instruments       •Content validity       •Construct validity       •Internal consis...
Research methodology   Development of instruments       •Content validity       •Construct validity       •Internal consis...
•Data Demographics
Adaptive selling strategy Sales person needs             • Unique sales presentation             • Flexible in sales appro...
Table 1                 Adaptive selling strategyS1                                 0.742S2                               ...
Adaptive   Customer-   Sincerity of   Liability of   Commitment of   Relational              selling    oriented    salesp...
Customer-oriented selling strategySales person needs         • Gather information about the customer through effective lis...
Table 2                 Customer-oriented selling strategyS6                                           0.676S7            ...
Adaptive      Customer-   Sincerity of   Liability of   Commitment of   Relational              selling       oriented    ...
Salesperson’s strategySales person needs          • Sincerity          • Commitment          • LiabilityHypothesis        ...
Table 3                 Sincerity salesperson’s strategyS 12                                      0.662S 13               ...
Adaptive    Customer-   Sincerity of   Liability of   Commitment of   Relational               selling     oriented    sal...
Table 4           Commitment salesperson’s strategyS 17                                  0.703S 18                        ...
Adaptive    Customer-   Sincerity of   Liability of   Commitment of   Relational               selling     oriented    sal...
Table 5            Liability and Salespeople StrategyS 21                                   0.782S 22                     ...
Adaptive   Customer-   Sincerity of   Liability of   Commitment of   Relational              selling    oriented    salesp...
Relational selling strategySales person needs         Risk management
Table 6                 Relational selling strategyS 24                                 0.691S 26                         ...
Adaptive   Customer-   Sincerity of   Liability of   Commitment of   Relational               selling    oriented    sales...
Conclusion
Thank you for patiences… Any questions Please...
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Sales Performance Presentation

  1. 1. The Effect Of Selling Strategies On Sales Performance Ghazaleh Moghareh Abed and Mohammad Haghighi1. Introduction2. Literature review3. Conceptual framework and research hypotheses4. Research methodology5. Analysis and results6. Conclusions and discussions
  2. 2. Study proposed a conceptual framework and empirically tested a set of hypothesesconcerning the link between selling strategies and sales performance.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
  3. 3. Hypothesized Model Adaptive selling strategyCustomer-oriented selling strategy Sincerity salesperson’s strategy sales performanceCommitment salesperson’s strategy liability and salespeople strategy Relational selling strategy
  4. 4. Research methodology Development of instruments •Content validity •Construct validity •Internal consistency reliability Sample and data collection Data analysis Correlation Structural equation model (SEM)
  5. 5. Research methodology Development of instruments •Content validity •Construct validity •Internal consistency reliability Sample and data collection Data analysis Correlation Structural equation model (SEM)
  6. 6. •Data Demographics
  7. 7. Adaptive selling strategy Sales person needs • Unique sales presentation • Flexible in sales approaches • Communication skillsHypothesis H1. There is a positive relationship between adaptive selling strategy and sales performance.
  8. 8. Table 1 Adaptive selling strategyS1 0.742S2 0.568S4 0.613S5 0.701Total Variance 56.64
  9. 9. Adaptive Customer- Sincerity of Liability of Commitment of Relational selling oriented salespeople salespeople salespeople sellingAdaptive SellingCorrelation 1 0.041 0.168 0.279 0.126 -0.164Significance 0.755 0.199 0.031 0.338 0.211
  10. 10. Customer-oriented selling strategySales person needs • Gather information about the customer through effective listening • Analyze and understand customer problems • Tailor their offerings to customer needsHypothesis H2. There is a positive relationship between Customer-oriented selling strategy and sales performance.
  11. 11. Table 2 Customer-oriented selling strategyS6 0.676S7 0.674S8 0.790S 10 0.849S 11 0.781Total Variance 56.64
  12. 12. Adaptive Customer- Sincerity of Liability of Commitment of Relational selling oriented salespeople salespeople salespeople sellingCustomer-oriented sellingCorrelation 0.041 1 0.003 0.190 0.042 0.151Significance 0.755 0.985 0.145 0.751 0.250
  13. 13. Salesperson’s strategySales person needs • Sincerity • Commitment • LiabilityHypothesis H3. There is a positive relationship between Sincerity in salesperson and sales performance. 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.
  14. 14. Table 3 Sincerity salesperson’s strategyS 12 0.662S 13 0.659S 14 0.732S 15 0.870Total Variance 54.11
  15. 15. Adaptive Customer- Sincerity of Liability of Commitment of Relational selling oriented salespeople salespeople salespeople sellingSincerity of SalespeopleCorrelation 0.168 0.003 1 -0.022 0.352 0.119Significance 0.199 0.985 0.867 0.006 0.366
  16. 16. Table 4 Commitment salesperson’s strategyS 17 0.703S 18 0.815S 19 0.712Total Variance 55.48
  17. 17. Adaptive Customer- Sincerity of Liability of Commitment of Relational selling oriented salespeople salespeople salespeople sellingLiability of SalespeopleCorrelation 0.279 0.190 -0.22 1 0.270 -0.097Significance 0.031 0.145 0.867 0.37 0.463
  18. 18. Table 5 Liability and Salespeople StrategyS 21 0.782S 22 0.758S 23 0.691Total Variance 55.48
  19. 19. Adaptive Customer- Sincerity of Liability of Commitment of Relational selling oriented salespeople salespeople salespeople sellingCommitment of SalespeopleCorrelation 0.126 0.042 0.352 0.270 1 0.100Significance 0.338 0.751 0.006 0.037 0.463
  20. 20. Relational selling strategySales person needs Risk management
  21. 21. Table 6 Relational selling strategyS 24 0.691S 26 0.676S 27 0.691S 28 0.665Total Variance 61.23
  22. 22. Adaptive Customer- Sincerity of Liability of Commitment of Relational selling oriented salespeople salespeople salespeople sellingRelational SellingCorrelation -0.164 0.151 0.119 -0.097 0.100 1Significance 0.211 0.250 0.366 0.463 0.447
  23. 23. Conclusion
  24. 24. Thank you for patiences… Any questions Please...
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