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  • 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. 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. 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. Research methodology Development of instruments •Content validity •Construct validity •Internal consistency reliability Sample and data collection Data analysis Correlation Structural equation model (SEM)
  • 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. •Data Demographics
  • 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. Table 1 Adaptive selling strategyS1 0.742S2 0.568S4 0.613S5 0.701Total Variance 56.64
  • 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. 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. Table 2 Customer-oriented selling strategyS6 0.676S7 0.674S8 0.790S 10 0.849S 11 0.781Total Variance 56.64
  • 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. 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. Table 3 Sincerity salesperson’s strategyS 12 0.662S 13 0.659S 14 0.732S 15 0.870Total Variance 54.11
  • 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. Table 4 Commitment salesperson’s strategyS 17 0.703S 18 0.815S 19 0.712Total Variance 55.48
  • 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. Table 5 Liability and Salespeople StrategyS 21 0.782S 22 0.758S 23 0.691Total Variance 55.48
  • 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. Relational selling strategySales person needs Risk management
  • 21. Table 6 Relational selling strategyS 24 0.691S 26 0.676S 27 0.691S 28 0.665Total Variance 61.23
  • 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. Conclusion
  • 24. Thank you for patiences… Any questions Please...