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Determinants of Sales Strategy Based...

Olukayode, Ifeloluwa Rebekah,

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Determinants of Sales Strategy Based on Salespeople Segmentation: a Multinomial Logit Analysis /

Record Type:	Electronic resources : Monograph/item
Title/Author:	Determinants of Sales Strategy Based on Salespeople Segmentation: a Multinomial Logit Analysis // Ifeloluwa Rebekah Olukayode.
Author:	Olukayode, Ifeloluwa Rebekah,
Description:	1 electronic resource (108 pages)
Notes:	Source: Masters Abstracts International, Volume: 86-04.
Contained By:	Masters Abstracts International86-04.
Subject:	Food. -
Online resource:	https://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=31606867
ISBN:	9798342129732

Determinants of Sales Strategy Based on Salespeople Segmentation: a Multinomial Logit Analysis /
Olukayode, Ifeloluwa Rebekah,

Determinants of Sales Strategy Based on Salespeople Segmentation: a Multinomial Logit Analysis /Ifeloluwa Rebekah Olukayode. - 1 electronic resource (108 pages)

Source: Masters Abstracts International, Volume: 86-04.

The objective of this research was to evaluate the impact of salespeople's characteristics on their sales process. A cluster analysis procedure was used to develop a segmentation of business-to-business salespeople. The segments were developed by seven variables that describe the percentage of time salespeople spend on specific selling activities: prospecting, building trust/ relationship, probing, presenting products/ services, handling objections, negotiating/ obtaining commitment, and service/ follow-up. The result indicated the presence of three clusters: customer-focused, sales-focused, and balance segments. Differences across these segments have essential implications on the choice of sales strategy.

English

ISBN: 9798342129732Subjects--Topical Terms:

551593
Food.

Determinants of Sales Strategy Based on Salespeople Segmentation: a Multinomial Logit Analysis /
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