The evolution of the seven steps of selling

Moncrief, William C.; Marshall, Greg W.

doi:10.1016/j.indmarman.2004.06.001

Cited by 222 publications

(186 citation statements)

References 11 publications

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“…Indeed, the widely used sales performance scales of Behrman and Perreault (1982, p. 357) were based on their analysis of "the job of industrial salespersons." However, based on a stream of literature on the evolving sales function, we speculate that revisiting Behrman and Perrault's analysis in the present world of selling could well demonstrate that the sales job has changed considerably since then (e.g., Moncrief and Marshall 2005). We call upon future researchers to develop and test theories about the (conceptual) multidimensionality of the sales performance construct.…”

Section: Discussionmentioning

confidence: 90%

“…One possible interpretation could be that the definition of the role-ambiguity concept needs further development. However, it is likely that as we are entering a more turbulent and knowledge-intensive economy, role ambiguity is and will be an inherent condition of a salesperson's job (Moncrief and Marshall 2005). Hence, managers will need to recruit, select, develop, and retain those salespeople qualified to cope with role ambiguity embedded in the selling job, and who have the ability and motivation to sculpt or craft their job and the roles that come with it (Wrzesniewski and Dutton 2001).…”

Section: Discussionmentioning

confidence: 99%

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Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers?

Verbeke

Dietz

Verwaal

2010

J. of the Acad. Mark. Sci.

491

423

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It has been 25 years since the publication of a comprehensive review of the full spectrum of salesperformance drivers. This study takes stock of the contemporary field and synthesizes empirical evidence from the period . The authors revise the classification scheme for sales performance determinants devised by Walker et al. (1977) and estimate both the predictive validity of its sub-categories and the impact of a range of moderators on determinant-sales performance relationships. Based on multivariate causal model analysis, the results make two major observations: (1) Five sub-categories demonstrate significant relationships with sales performance: selling-related knowledge (β=.28), degree of adaptiveness (β=.27), role ambiguity (β=−.25), cognitive aptitude (β=.23) and work engagement (β=.23). (2) These sub-categories are moderated by measurement method, research context, and salestype variables. The authors identify managerial implications of the results and offer suggestions for further research, including the conjecture that as the world is moving toward a knowledge-intensive economy, salespeople could be functioning as knowledge-brokers. The results seem to back this supposition and indicate how it might inspire future research in the field of personal selling.Keywords Sales performance . Salespeople . Meta-analysis . Knowledge-economy . Knowledge-brokering An understanding of the factors that drive sales performance and how these vary across different contexts is essential for both managers and researchers in sales and marketing. Twenty-five years ago Churchill et al. (1985) published a seminal paper on the antecedents of sales performance that has shaped academic and managerial thinking on sales management and become one of the most cited articles in marketing research (Leigh et al. 2001). Applying a classification scheme of antecedents of sales performance developed previously by Walker et al. (1977), Churchill et al. (1985) found six predictive categories to explain marginal variance in sales performance (in order of predictive validity): role perceptions, skill levels, aptitude, motivation, personal characteristics, and organizational/ environmental variables. In addition, their meta-analysis demonstrated that the type of products sold moderated the predictive power of these categories for sales performance. Most empirical research thus far had been looking at enduring personal characteristics as determinants for sales performance. The basic message of this meta-analysis was that these variables were not the most important predictors (Churchill et al. 1985, p. 117). Instead, Churchill et al. (1985 suggested that researchers should investigate "influenceable" determinants of sales performance. Another key focus they proposed was the dynamic nature of the sales Mark. Sci. (2011) 39:407-428 DOI 10.1007 conversation that indeed has become a crucial research topic (p. 116). This call sparked a plethora of new research streams on the determinants of sales performance. Twentyfive years have passed ...

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Section: Discussionmentioning

confidence: 90%

Section: Discussionmentioning

confidence: 99%

Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers?

Verbeke

Dietz

Verwaal

2010

J. of the Acad. Mark. Sci.

491

423

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“…The need for relationship orientation has been recognized in sales and marketing research [13], which results in the modification of the traditional selling process to make the selling process more relationship oriented [14]. In many industries, there is a transition towards closer relationships and bigger purchasing entities taking place, which adds to the importance of relationship orientation in purchasing.…”

Section: Relationship Orientationmentioning

confidence: 99%

Communication Arising from Relationship Orientation: The Indicator of Keeping Business Cooperation

Ye¹,

Zhang²

2015

TOEEJ

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From the pespective of relationship orientation, this paper focuses in studying how communication inluences business cooperation. Firstly, this paper has a review of relevant theories of communication, trust and value co-creation, and proposes model assumes. Next, this paper descripts the relevant research methods, including the background, data collection, quantitative research methods. Finally, the significance and limitations of this research, further research direction are discussed.

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“…Scholarly research examining salesperson behavior suggests a planning-based approach to decisionmaking, whereby selling decisions are argued to be predicated on rationality and sequential market information processing/optimization (Moncrief & Marshall, 2005). While this planning-based approach has advanced knowledge on the industrial selling process, it is important to bring to fore the apparent lack of knowledge on a descriptive approach to selling.…”

Section: Introductionmentioning

confidence: 99%

Salesperson improvisation: Antecedents, performance outcomes, and boundary conditions

Banin

Boso

Hultman

et al. 2016

Industrial Marketing Management

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Abstract:Premised on the idea that not all salesperson behaviors can be pre-scripted and that, increasingly, salespersons must find ways to respond to unexpected but urgent market conditions, this study theorizes the drivers, outcomes and boundary conditions of salesperson improvisation. Using primary data from industrial salespersons, the study examines how perceptions of resource availability and customer demandingness drive salesperson improvisation and condition its sales performance effects. Findings show that higher levels of salesperson improvisation are associated with increased sales performance. Additionally, a heightened perception of resource availability and greater customer demandingness are associated with increases in salesperson improvisation. Furthermore, findings indicate that the salesperson improvisation-sales performance relationship is strengthened when resource availability is greater and when customer demandingness is lower.

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The evolution of the seven steps of selling

Cited by 222 publications

References 11 publications

Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers?

Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers?

Communication Arising from Relationship Orientation: The Indicator of Keeping Business Cooperation

Salesperson improvisation: Antecedents, performance outcomes, and boundary conditions

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