Selling and sales management in action - from hot boxes to open systems: the changing world of computer salespeople

Article Abstract:

Sales professionals in the computer industry have had to confront a fundamental shift in the definition and source of value within their marketplace. From an emphasis on hardware, vendors and customers are now looking to software and systems for the next advancements in technology and productivity. As the sources of value within the industry have changed, so have the requirements for sales success. No longer able to rely on their traditional and "proven" approach to selling, salespeople have had to learn new competencies. Based on studies of the sales organizations of six computer companies, this article explores how - and why - computer salespeople must adopt a new sales orientation and expand their behavioral repertoire. (Reprinted by permission of the publisher.)

Electronic computers, Management, Innovations, Computer industry, Sales management

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Asking questions: some characteristics of successful sales encounters

Article Abstract:

Several studies have demonstrated the importance of a salesperson's communication skills in making sales. The types of questions that salespeople ask in productive conversations are examined. A modified Bales Interaction Process Analysis (1951) is used to scrutinize the conversations that travel agents had with their clients. It was found that 'solidarity' comments and 'closed questions' were associated with successful sales. When the salespeople were taught to modify their techniques, the ongoing decrease in the number of transactions was slowed considerably.

Case studies, Content analysis (Communication), Content analysis, Business communication

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Selling and sales management in action: using the Journal of Personal Selling and Sales Management as a teaching aid

Article Abstract:

The use of the Journal of Personal Selling and Sales Management (JPSSM) as a classroom teaching aid is discussed. JPSSM was used to enable classes to be more practical and current and to help students stay aware of the latest research and essays in the sales field. The experiences of using JPSSM in the classroom are reviewed. The practice is recommended.

Usage, Equipment and supplies, Teaching, Periodicals, Instructional materials

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