Selling and sales management in action: the use of insight coaching to improve relationship selling
Article Abstract:
Today, many suppliers utilize relationship selling as an increasingly important element of their marketing strategy. The goal of the relationship selling effort is to earn the position of "preferred suppler" by developing trust in key accounts over a period of time. Relationship selling required the learning of new skills particularly in the areas of understanding customer needs and relationship development. Coaching strategies and programs developed for teaching transactional selling skills - probing, handling objections and closing - are antiquated and in some instances dysfunctional. Coaching must now teach a new way of thinking about selling and managing. This article draws on 10 years of consulting experience in large and small corporations in North America and Europe and describes a new approach - Insight Coaching - an action oriented teaching strategy to help salespeople build trust in their key accounts. (Reprinted by permission of the publisher.)
Publication Name: Journal of Personal Selling & Sales Management
Subject: Retail industry
ISSN: 0885-3134
Year: 1992
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The moral philosophy of sales managers and its influence on ethical decision making
Article Abstract:
Sales managers' moral philosophies may be particularly important due to the influence these managers can have on the ethical climate of their sales organizations. Our study analyzed the moral philosophies of a national sample of sales managers in terms of differences between sales managers and other marketers, characteristics associated with differences in moral philosophies, and the effect of personal moral philosophy on ethical decision making. Findings indicate that sales managers' moral philosophies did not differ significantly from other marketers. The age and gender of sales managers were associated with differences in personal moral philosophies. Sales managers' moral philosophies were associated with their ethical judgments regarding potentially unethical sales practices. (Reprinted by permission of the publisher.)
Publication Name: Journal of Personal Selling & Sales Management
Subject: Retail industry
ISSN: 0885-3134
Year: 1998
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