The effect of selling strategies on sales performance

Abed, Ghazaleh Moghareh; Haghighi, Mohammad Sayad

doi:10.1108/17515630910989169

Cited by 24 publications

(22 citation statements)

References 69 publications

(36 reference statements)

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“…So, this research adapted Rego et al ’s (2007) research to measure workplace spirituality (22 items) and employee’s commitment (11 items). Apart from that, this research adapted Moghareh Abed and Haghighi’s (2009) research (5 items) to measure sales performance.…”

Section: Methodsmentioning

confidence: 99%

Mediating effect of employee’s commitment on workplace spirituality and executive’ssales performance

Rahman

Zaman

Hossain

et al. 2019

JIMA

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Purpose This study aims to develop a comprehensive framework that conceptualizes and measures the antecedents of the sales executive’s performance with regard to workplace spirituality and employee’s commitment. Design/methodology/approach This research applied a cross-sectional survey design to test the proposed hypotheses. Data were collected from 160 sales executives who are studying MBA and EMBA respectively and are working in various services and manufacturing organizations from Dhaka, Bangladesh. Findings The results suggest, when sales executives experience workplace spirituality; they feel more committed to their respective organizations and influences activities relating to sales performance. Research limitations/implications The study collected data for the constructs from the same source, simultaneously. This can produce the risk of common method variance, leading to an inflation of statistical relationships. A longitudinal research design may also be suitable. Practical implications By improving spirituality climates in the workplace, managers can enhance employee’s commitment, and thus, individual sales officers may boost up their sales performance. It is likely that occurs because sales executives react reciprocally toward their respective company that satisfies their spiritual needs. Originality/value The paper contributes by filling the gaps in literature related to sales management, where empirical studies on workplace spirituality have been scarce till date. This study is the first of a kind to include workplace spirituality, commitment and executive’s sales performance simultaneously in the context of Bangladesh.

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Section: Methodsmentioning

confidence: 99%

Mediating effect of employee’s commitment on workplace spirituality and executive’ssales performance

Rahman

Zaman

Hossain

et al. 2019

JIMA

View full text Add to dashboard Cite

show abstract

“…A study was conducted by Moghareh Abed and Haghighi (2016) to look at the impact of selling procedures on deals execution in the protection firms working in Bingley, United Kingdom. The particular goals that guided the examination were to research the effects of customer-oriented selling, versatile selling, social methodology on sales performance.…”

Section: Empirical Reviewmentioning

confidence: 99%

Personal Selling Strategies and Customer Loyalty among Insurance Companies in Malindi Town, Kilifi County, Kenya

Arori¹,

Rugami²

2020

jbmed

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The study examined the influence of personal selling strategies and customer loyalty among insurance companies in Malindi town, Kilifi County, Kenya. The study adopted a descriptive research design. The targeted population was 967 employees working in the selected four insurance companies in Malindi, namely Gateway insurance company limited, Marangi insurance agency, Blue shield Company Limited, Tausi Insurance Agency. The unit of analysis was a sales manager, salespersons and customers. SPSS was used to organize code and analyze information and generate the quantitative report. The data were analyzed using descriptive and inferential statistics. The study concluded that selling strategy, Systems selling strategy, Features selling strategy and Consultative personal selling strategy was positively and significantly associated with customer loyalty. Moreover, the study concluded that selling strategy, Systems selling strat, Features selling strategy and Consultative personal selling strategy were positively and significantly related to customer loyalty. The examination recommended that the insurance agencies in Malindi can utilize the canned selling technique, system selling methodology, features selling system and individual consultative strategy to build the devotion of the clients since they have a personalized experience. Moreover, the research suggests that based on the level of completion in the market, the management in all insurance companies in Kenya to carry out various personal selling strategies to enable the companies to grow and diversify their portfolio to minimize losses and cut down the cost thus enhancing their competitiveness. Moreover, the study recommended systems selling strategies should be put in place to improve operational efficiency and improve the decision-making process to increase their performance. The study also suggested insurance to be more involved in advocating selling their products by clearly establishing the features of a product before making the presentation and to be revealing all the components of any product without hiding any information.

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“…In this context, adaptive selling can be modelled as one of the drivers of sales performance (Verbeke et al , 2011), and is based on a customer-oriented view. Some studies have focussed on the positive relationship between the adaptive selling behaviours used in sales activity or performance modelling (Plank and Greene, 1996) and sales performance (Chakrabarty et al , 2014; Moghareh and Haghighi, 2009; Singh and Das, 2013; Román and Iacobucci, 2010; Park and Holloway, 2003; Franke and Park, 2006) or job performance (Locander et al , 2014). Furthermore, the validity of the adaptive selling scale is determined by its effect on performance (Chakrabarty et al , 2004; Petijohn et al , 2000).…”

Section: Literature Reviewmentioning

confidence: 99%

The mediating effects of adaptive selling and commitment on the relationship between management control and sales performance

Altintaş

Kurtulmuşoğlu²,

Altıntaş

et al. 2017

EMJB

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Purpose The purpose of this paper is to present a comprehensive model of the relationship between control and sales performance contingent upon the commitment and adaptive selling variables. Specifically, the study tests the mediator effects of adaptive selling and organizational commitment on the effect of managerial control systems on self-assessed performance of the salespeople working in the field of industrial marketing. Design/methodology/approach In total, 472 firms active in the industrial marketing field for tangible industry products in Turkey were selected for the research. The proposed model that tested posits relationships among management control variables and adaptive selling, organizational commitment and sales performance measures. Management controls are related to sales performance through the mediating effect of adaptive selling and organizational commitment. Management control styles (output as formal and professional as informal) were the independent variables, while changes in organizational commitment and adaptive selling were tested both as mediators and sales performance as dependent variable, consistent with the reciprocal effects model under analysis. Findings The findings demonstrated that “control” is positively associated with “sales performance” and “commitment” and “adaptive selling” mediate this relationship. Findings indicate that control impacts sales performance through a mediating mechanism that involves adaptive selling and commitment. Taken together, results showed that adaptive selling and commitment played a critical role in sales performance. Originality/value This research is the first to empirically analyse the model regarding the relationship between sales performance, control, adaptive selling and commitment variables.

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The effect of selling strategies on sales performance

Cited by 24 publications

References 69 publications

Mediating effect of employee’s commitment on workplace spirituality and executive’ssales performance

Mediating effect of employee’s commitment on workplace spirituality and executive’ssales performance

Personal Selling Strategies and Customer Loyalty among Insurance Companies in Malindi Town, Kilifi County, Kenya

The mediating effects of adaptive selling and commitment on the relationship between management control and sales performance

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