Monte Carlo simulation approach to product profile analysis: a consultative selling tool

Article Abstract:

A consultative selling tool is proposed that enhances the sales rep's ability to positively influence clients' decisions for products and services purchased as new tasks or modified rebuys. A modification of Product Profile Analysis (Coppett and Staples 1980), this sales tool requires extensive buyer and seller cooperation to build and apply a model for buyers to use when analyzing competing product/vendor offers. The model's application requires use of portable computers and appropriate software, such as Lotus 1-2-3, for simulating expected performance of competing alternatives. Output from the simulation is an easily interpreted graphical comparison of each alternative's anticipated performance. (Reproduced by permission of the publisher.)

Models

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Adaptive communication: the adaptation of the seller's interpersonal style to the stage of the dyad's relationship and the buyer's communication style

Article Abstract:

Selection of the appropriate communication style by the selling unit can be explicitly managed; but effective selection requires an understanding of the situational nature of communication style selection as it pertains to the stages of an exchange relationship. The purpose of this manuscript is to provide a normative model that describes how sellers might adapt their communication style to best fit the buyer's primary interpersonal communication style and the relevant stage of the exchange relationship. (Reprinted by permission of the publisher.)

Interpersonal communication, Communication, Communications, Sales management

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Selling centers and buying centers: formulating strategic exchange patterns

Article Abstract:

Heretofore more attention has been given to the decision-making processes of buyers, so this study focuses on the group selling process and on the concept of an organizational selling center. Such a selling center would include all members of the organization who have any role in marketing decision-making. Also important is the interchange between the selling center and buying centers. Future research might center on internal negotiating, on role conflict and ambiguity of sales managers or on the design and structure of sales functions.

Decision-making, Decision making, Analysis, Management, Market research, marketing research

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