Corporate policies to include micro activity goals can affect sales urgency in salespeople, prospects and customers

Abstract

Many industrial salespeople and sales managers think that to close a sale they need to employ manipulative closing techniques during the closing stage of the sales process. That is a mistake. Successful sellers make prospects aware of their needs in the "needs awareness" stage and create a sense of urgency to satisfy those needs. This paper discusses how corporate policies, goal setting (financial and activity) and employing effective information systems can create or diminish the sense of urgency for industrial salespeople.

Brazilian experience of server behaviour: Perspectives of analysis from sales professionals and customers

“…Multivariate analyses of data were applied in order to identify characteristics of server behaviour in sales professionals. Decomier and Beirn (2003) argue that many salespeople and sales managers are mistaken in believing that manipulation techniques are closely related to sales processes. In fact, realization of sale depends on awareness of urgent needs.…”