What motivates salespeople?

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A slideshow showing the research from G W Dudley BSRP Inc and Prof Tanner Baylor IUniversity what motivates salespeople

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What motivates salespeople?

  1. 1. SPQ*GOLD Scale Norms: Sweden (Only) BEHAVIORAL SCIENCES RESEARCH PRESS Dudley, G., & Bryant, T. N=228, Adults, Sweden; Aug. 2000. Copyright 2000, Behavioral Sciences Research Press, Dallas, Texas. ALL RIGHTS RESERVED. 31.729 13.97 43.2 41.28 39.89 25.202 36.08 25.07 62.56 61.4 25.72 35.49 8.3 66.37 50.98 66.8 56.73 58.94 16.989 59.91 Brake Doomsayer OverPreparer HyperPro Stage Fright Sales Role Rej. Yielder Social Self Cons. Separation. Uneman. Referrals Telephobia OppositionalRflx Motivation Goal GoalDiffusion ProblemSol. ImpressionMgt. Hedging ResponseCons. 0 10 20 30 40 50 60 70 80 Score SEM
  2. 2. Sales Call Reluctance ® : A Multi-National Comparison BEHAVIORAL SCIENCES RESEARCH PRESS Dudley, G., & Bryant, T. Copyright 2000, Behavioral Sciences Research Press, Dallas, Texas. ALL RIGHTS RESERVED . Australia= 5312, New Zealand= 1707 Sweden= 298, USA= 5986
  3. 3. Sales Motivation Profile™ What Do Salespeople In Sweden Want? What Do Salespeople In Sweden Want? Behavioral Sciences Research Press Behavioral Sciences Research Press N=228; Copyright MM, Behavioral Sciences Research Press, Dallas, Texas. ALL RIGHTS RESERVED.           0 29.4 17.5 6.6 0.4 8.8 3.9 7 24.1 2.2 blank Use special talents Money Be creative Obtain Status Work more with people Be self-managed Go into management Do new, exciting things Be of service to others 0 5 10 15 20 25 30 35 Percent Responding
  4. 4. Sales Motivation Profile™ What Do Salespeople Want? Sweden & U.S. Compared What Do Salespeople Want? Sweden & U.S. Compared Behavioral Sciences Research Press Behavioral Sciences Research Press Sweden=228; USA=5,986 Copyright MM, Behavioral Sciences Research Press, Dallas, Texas. ALL RIGHTS RESERVED. blank Use special talents Money Be creative Obtain Status Work more with people Be self-managed Go into management Do new, exciting things Be of service to others 0 5 10 15 20 25 30 35 Percent Responding USA Sweden
  5. 5. Sales Motivation Profile™
  6. 6. "Most People Take Their Careers Too Seriously" Percent Endorsing Dudley, G., & Bryant, T. BEHAVIORAL SCIENCES RESEARCH PRESS US=5,986; Sweden=228, Aug. 2000 Copyright 2000, Behavioral Sciences Research Press, Dallas, Texas. ALL RIGHTS RESERVED. 22.9 46.5 U.S. Sweden 0 10 20 30 40 50 60
  7. 7. "Most People Don't Take Their Careers Seriously Enough" Percent Endorsing Dudley, G., & Bryant, T. BEHAVIORAL SCIENCES RESEARCH PRESS US=5,986; Sweden=228, Aug. 2000 Copyright 2000, Behavioral Sciences Research Press, Dallas, Texas. ALL RIGHTS RESERVED. 76.4 53.5 U.S. Sweden 0 20 40 60 80 100
  8. 8. Salespeople Should Be Rewarded More for Quality of Services and Less for Quantity of Sales: Attitudes Towards Selling In Sweden Dudley, G., & Bryant, T., Behavioral Sciences Research Press, Dallas, Texas. Aug. 2000 10.1 41.7 36.1 17.1 Very True True False Very False 0 10 20 30 40 50
  9. 9. Selling In Sweden: Which Sales Method Is Most Difficult? Dudley, G., & Bryant, T. BEHAVIORAL SCIENCES RESEARCH PRESS 19.3 17.1 3.5 14.9 11 28.9 5.3 Teach Seminar "Party" Selling Asking for Referrals Networking Via Friends Writing Sales Brochure None Are Difficult Don't Know 0 5 10 15 20 25 30 35
  10. 10. Who Would You Rather Spend Time With: Highly Productive Salelsperson or Famous Movie Star? Attitudes About Selling In Sweden Dudley, G.W., & Bryant, T.R.; Behavioral Sciences Research Press, Dallas, Texas Australia Sweden USA 0 10 20 30 40 50 60 Salesperson Movie Star Australia Sweden USA Salesperson 25.6 28.5 50.3 Movie Star 33 28.9 20.7
  11. 11. Desires Sales Training Which Accepts When Buyer Says "No" It Means "No" U.S. & Sweden Compared Dudley, G., & Bryant T., Behavioral Sciences Research Press, Dallas, Texas. Aug. 2000 24.5 36.4 Sweden USA 0 10 20 30 40 50

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