Do closing techniques diminish prospect trust?

Article Abstract:

This study uses scenario methodology in an after-only field experiment that included 238 industrial purchasing executives. The impact of five different closing techniques and a no-close condition on the prospect's trust toward the salesperson was assessed. The ANOVA results indicated statistically significant differences (at the .05 level) in prospect trust across the treatment groups. Although none of the mean values indicated distrust (16), the highest ranking mean score for prospect trust occurred in the "no-close" scenario. This provides some evidence that using a closing technique may diminish prospect trust, a prerequisite for an effective long-term relationship between a seller and a buyer. Consequently, even if the closing technique is of value in persuading the prospect to buy on this particular sales call, its potentially negative impact on the buyer-seller relationship must be considered. (Reprinted by permission of the publisher.)

Research, Selling, Trust (Psychology)

---

How purchasing agents handle personal risk

Article Abstract:

Purchasing agents are confronted with a myriad of stresses in their work. One of the most important stress factors faced is the perceived risk associated with making buying decisions. This article examines the concept of perceived risk from an organizational procurement perspective and presents the results of a study on perceived personal risk, experienced by industrial purchasing executives. The business implications of these findings are than discussed. (Reprinted by permission of the publisher.)

Social aspects, Analysis, Usage, Risk management, Job stress, Purchasing agents

---

Selecting creative people for sales positions

Article Abstract:

Creativity is an important, yet an overlooked attribute for industrial selling success. This article examines creativity within this context and offers a number of specific recommendations for sales managers as they engage in campus recruiting. (Reprinted by permission of the publisher.)

Methods, Recruiting, Employee recruitment, Sales management, Sales personnel, Salespeople

Similar abstracts:

• Abstracts: Pricing-the marketer's perspective. Marketing - objectives and strategy. Internet marketing - nothing new here?
• Abstracts: Galloping to catch up with the Japanese. Gambling pays off big for Japanese business. Prying Japan's import doors open another crack
• Abstracts: Balancing theory and practice: a reappraisal of business-to-business segmentation. Benefit segmentation for industrial products
• Abstracts: What are the problems? Proposals for reform. The need for change
• Abstracts: Issues in financial reform. A framework for reform. Toward a healthier system

This website is not affiliated with document authors or copyright owners. This page is provided for informational purposes only. Unintentional errors are possible.