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Sales Performance Presentation

  1. 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. 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. 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. 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 skills Hypothesis H1. There is a positive relationship between adaptive selling strategy and sales performance.
  8. 8. Table 1 Adaptive selling strategy S1 0.742 S2 0.568 S4 0.613 S5 0.701 Total Variance 56.64
  9. 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. 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. 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. 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. 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. 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. 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. 16. Table 4 Commitment salesperson’s strategy S 17 0.703 S 18 0.815 S 19 0.712 Total Variance 55.48
  17. 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. 18. Table 5 Liability and Salespeople Strategy S 21 0.782 S 22 0.758 S 23 0.691 Total Variance 55.48
  19. 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. 20. Relational selling strategy Sales person needs Risk management
  21. 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. 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. 23. Conclusion
  24. 24. Thank you for patience's… Any questions Please...

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