Updating the adaptive selling behaviours: Tactics to keep and tactics to discard

Article Abstract:

Specific selling techniques are a traditional part of sales training like the proven testimonial closing. The survey of over 200 industrial buyers reveals flaws in sales presentations and suggests techniques that are apart from adaptive selling. Industrial buyers differentiate between standard selling techniques and associate a specific set of techniques with highly adaptive salespeople.

United States, Methods, Purchasing, Evaluation, Study and teaching, Selling, Industry, Industries, Sales presentations

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Fear, negative campaigning and loathing: the case of the UK election campaign

Article Abstract:

The emotion of fear is often made use of in marketing communications. The use of fear in the 2005 United Kingdom General Election campaign is analyzed. The examination is based on Aristotle's notion of rhetoric.

Psychological aspects, Elections, Works, Political campaigns, Marketing communications, Fear, Electioneering, Rhetoric, Aristotle

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The perceived impact of information technology on salespeople's relational competencies

Article Abstract:

The positive effects of sales force automation systems on the productivity of sales personnel is analyzed.

Marketing procedures, Company systems management, Information management, Sales personnel, Salespeople, Customer relations, Sales force automation

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