The study examined the relationship between various selling strategies and sales performance. It proposed a conceptual framework and tested hypotheses about how adaptive selling strategy, customer-oriented selling strategy, sincerity, commitment, and liability of salespeople strategies, and relational selling strategy impact sales performance. Data was collected through surveys and analyzed using correlation analysis and structural equation modeling. The results provided support for positive relationships between adaptive selling strategy, customer-oriented selling strategy, sincerity and commitment of salespeople as hypothesized, though some relationships were stronger than others. The study provided insights into how different selling strategies can influence sales performance.

1. The Effect Of Selling Strategies On Sales Performance
Ghazaleh Moghareh Abed and Mohammad Haghighi
1. Introduction
2. Literature review
3. Conceptual framework and research hypotheses
4. Research methodology
5. Analysis and results
6. Conclusions and discussions

2. Study proposed a conceptual framework and empirically tested a set of hypotheses
concerning 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 strategy
Customer-oriented selling strategy
Sincerity salesperson’s strategy
sales performance
Commitment 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 skills
Hypothesis
H1. There is a positive relationship between adaptive selling strategy and sales performance.

8. Table 1
Adaptive selling strategy
S1 0.742
S2 0.568
S4 0.613
S5 0.701
Total Variance 56.64

9. Adaptive Customer- Sincerity of Liability of Commitment of Relational
selling oriented salespeople salespeople salespeople selling
Adaptive Selling
Correlation 1 0.041 0.168 0.279 0.126 -0.164
Significance 0.755 0.199 0.031 0.338 0.211

10. Customer-oriented selling strategy
Sales person needs
• Gather information about the customer through effective listening
• Analyze and understand customer problems
• Tailor their offerings to customer needs
Hypothesis
H2. There is a positive relationship between Customer-oriented selling strategy
and sales performance.

11. Table 2
Customer-oriented selling strategy
S6 0.676
S7 0.674
S8 0.790
S 10 0.849
S 11 0.781
Total Variance 56.64

12. Adaptive Customer- Sincerity of Liability of Commitment of Relational
selling oriented salespeople salespeople salespeople selling
Customer-oriented selling
Correlation 0.041 1 0.003 0.190 0.042 0.151
Significance 0.755 0.985 0.145 0.751 0.250

13. Salesperson’s strategy
Sales person needs
• Sincerity
• Commitment
• Liability
Hypothesis
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 strategy
S 12 0.662
S 13 0.659
S 14 0.732
S 15 0.870
Total Variance 54.11

15. Adaptive Customer- Sincerity of Liability of Commitment of Relational
selling oriented salespeople salespeople salespeople selling
Sincerity of Salespeople
Correlation 0.168 0.003 1 -0.022 0.352 0.119
Significance 0.199 0.985 0.867 0.006 0.366

16. Table 4
Commitment salesperson’s strategy
S 17 0.703
S 18 0.815
S 19 0.712
Total Variance 55.48

17. Adaptive Customer- Sincerity of Liability of Commitment of Relational
selling oriented salespeople salespeople salespeople selling
Liability of Salespeople
Correlation 0.279 0.190 -0.22 1 0.270 -0.097
Significance 0.031 0.145 0.867 0.37 0.463

18. Table 5
Liability and Salespeople Strategy
S 21 0.782
S 22 0.758
S 23 0.691
Total Variance 55.48

19. Adaptive Customer- Sincerity of Liability of Commitment of Relational
selling oriented salespeople salespeople salespeople selling
Commitment of Salespeople
Correlation 0.126 0.042 0.352 0.270 1 0.100
Significance 0.338 0.751 0.006 0.037 0.463

20. Relational selling strategy
Sales person needs
Risk management

21. Table 6
Relational selling strategy
S 24 0.691
S 26 0.676
S 27 0.691
S 28 0.665
Total Variance 61.23

22. Adaptive Customer- Sincerity of Liability of Commitment of Relational
selling oriented salespeople salespeople salespeople selling
Relational Selling
Correlation -0.164 0.151 0.119 -0.097 0.100 1
Significance 0.211 0.250 0.366 0.463 0.447

23. Conclusion

24. Thank you for patience's…
Any questions Please...