Perhaps you knew that your client would know exactly how to get to that location. At any rate, Starbucks won the war of sales and marketing well before you stepped into the door. They won the war of competition through marketing. In most cities, there are hundreds of coffee shops in shopping malls, on street corners and even in most restaurants. Think of an example directly related to your company where a sale was made to you through marketing.
There is a time where your lack of education in marketing could impede your growth. It is important to recognize when that time occurs and to define the need to turn your faith over to a professional marketing company. They understand all the governing dynamics when building a marketing strategy and how to relate it to your business, but there are a couple of factors you should investigate when outsourcing your marketing strategy. Jong and Willem have outlined a closer look at the sales literature has mainly focused on the following issues;.
Salesperson interactions conceived from the perspective of role expectations of their managers and customers originated by Churchill, Ford, Hartley, and Walker, Building stable relationships between customers and selling firms based on trust and avoidance of opportunism originated by Morgan and Hunt, , or Jap and Anderson, The accentuation of key account management and team selling originated by Weitz and Bradford, , de Jong, Verbeke and Nijssen, Artur and Nick believe businesses in an increasing number of countries are seeking competitive advantages by providing high-quality products and services to meet the needs of a global customer base.
Moreover, even firms that do not engage in international activities cannot escape globalization processes because they need to defend their home market position from these international interlopers. Therefore, international selling and sales management topics should be of interest to academics and practitioners, recognizing that acquiring a deep knowledge base may be less challenging for managers than for academics.
From a scholarly perspective, a major challenge remains in taking into account the traditions and accumulated knowledge from at least two research areas: Baldauf and Lee, Pettijohn, Pettijohn and Taylor had list tow related literatures.
One study was examined what was termed critical success factors. In this research, sales skills, tasks, and behaviors were identified that influenced performance. The findings indicated that differences existed in terms of tactics used by high and low performers. For example, the findings revealed that low performers tended to use cold calling and other impersonal prospecting techniques.
Conversely, high performers were described as being more likely to use interpersonal prospecting methods centers of influence, seminars, etc. Other studies have examined sales skills from the perspective of the buyer. Del Vecchio et al. The study also discovered that buyers tended to respond similarly to what were termed product-focused techniques. In using product focused techniques, the salesperson engaged in discussions of product applications, demonstrations, and product uses.
These techniques were termed customer-focused selling techniques. In a separate study, buyers were asked to identify the characteristics they desired from salespeople. This study found that buyers preferred salespeople who had expertise in their own product lines and the market. Buyers also wanted salespeople who could communicate well, expedite orders, solve problems, understand their needs, and who could get their needs satisfied Garver and Mentzer Their findings indicated that buyers sought salespeople who were thorough, knowledgeable, willing to represent the buyer, and had market knowledge.
Pettijohn, Pettijohn and Taylor, Through the review of journal article, the sales innovation is getting more focused on new product development. Lacroix, Lussier and Ouellet said: Innovation has emerged as the new mantra in all spheres of business over the past decades. Intuitively, salespeople should play a key role in innovation and new product development NPD. Because they spend their workdays interacting with customers and clients, they are very likely the ones who best understand whatever it is that the market prefers, needs, and wants.
Salespeople who sell new products have contact with lead users, and lead users most of the time are innovative too. Hence, salespeople not only get involved in facilitating product adoption in the market but also help to get voice from the market and, as such, help their company to keep innovating effectively Hargadon, In fact, many new technologies have emerged because they answer the problems of a specific set of customers lead users. This makes a salesperson a new kind of customer boundary spanner: Modern salespeople are not just sellers, but they have become challengers of ideas requiring that they have a deep understanding of the industry such that they become proficient knowledge brokers Verbeke, Dietz, and Verwaal, ; De Jong, Verbeke and Nijssen, Networks of informal relationships are one of the major characteristics of business and social activities in Asian regions such as China, HongKong, Korea, Japan, and Taiwan.
Nevertheless, not every Chinese person follows this cultural norm in the same manner. Some may have a higher tendency of giving gifts to those who have helped them in the past, for example, but other may not. Moreover, they followed Weitz et al. They identified two general types of selling behaviors: Research has shown that excellent sales representatives often alter their selling behaviors on the basis of situational considerations Sujan et al. Empirical evidence has shown that high-performing salespeople are usually those who work very hard at their jobs Churchill et al.
Tsai, Chi and Hu, Although cross-cultural selling is a delicate process requiring a high level of cultural sensitivity, our understanding of why some salespeople are more effective than others in culturally diverse situations is limited.
This is problematic considering the fact that many firms now derive a large percentage of their revenues from global operations.
Many have shifted their focus to the emerging economies of the world, particularly those of Brazil, Russia, India, and China BRIC , given the significant growth opportunities these economies provide. All indications suggest this shift will become even more pronounced in the years to come. Individuals high in CQ are capable of functioning and effectively managing in culturally diverse settings Earley and Ang The construct is rooted in general intelligence theories that posit that highly intelligent individuals are adept at solving problems based on their ability to grasp and reason with the relevant concepts surrounding the problem Schmidt and Hunter Giacobbe found that adaptive behaviors account for approximately 20 percent of the variance in sales performance, and extant research generally supports the notion that ASB enhances performance e.
In the most wide-ranging investigation of the relationship, Franke and Park found through a meta-analysis of 26 samples and over 5, salespeople that ASB was highly correlated with self-rated salesperson performance. It stands to reason that the same relationship will hold true in crosscultural sales situations, due in part to the fact that culturally sensitive salespeople will be more adept at establishing and maintaining cross-cultural relationships.
Yet little empirical work addresses how value appropriation for the firm is mediated or can be positively shaped through the efforts of the sales force. And Our framework portends increased opportunity and responsibility for the sales force in that refining skills in identifying and cocreating value for customers and helping determine how to best appropriate value from exchange relationships can significantly enhance the value of the sales force in an organization.
Yet such skill gains necessitate training to provide the sales force with the requisite skills and compensation and reward systems to encourage such activities. Essay UK - http: If this essay isn't quite what you're looking for, why not order your own custom International Relations essay, dissertation or piece of coursework that answers your exact question?
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