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

Corporate policies to include micro activity goals can affect sales urgency in salespeople,... 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. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Industrial and Commercial Training Emerald Publishing

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

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References (7)

Publisher
Emerald Publishing
Copyright
Copyright © 2003 MCB UP Ltd. All rights reserved.
ISSN
0019-7858
DOI
10.1108/00197850310487386
Publisher site
See Article on Publisher Site

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.

Journal

Industrial and Commercial Training – Emerald Publishing

Published: Sep 1, 2003

Keywords: Sales strategies; Sales agents

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