September 2010 (Vol. 3, Iss. 3)
Is Achieving Customer Satisfaction Enough?
William A. Weeks, DBA and Larry Chonko, PhD
Research has often failed to find a relationship between customer satisfaction with salespeople and sales performance. Some research shows that as satisfaction levels...
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How Your Client's Private Self-Awareness Influences Choice
Caroline Goukens, PhD (Netherlands), Siegfried Dewitte, PhD (Belgium), and Luk Warlop, PhD (Belgium/Norway)
What is self-awareness and why is it important? Self-awareness is critical for buyers and sellers because self-focused attention makes people more conscious of their attitudes...
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Necessary Condition #2 - The Right Process
Charles Fifield, Senior Lecturer and Baylor Sales Coach
The sales process is how a sales organization chooses to effectively transform its throughput flow of inputs into outputs. In the case of real estate sales, the process...
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A Social Networks Perspective on Sales Force Ethics
Matthew T. Seevers, PhD, Steven J. Skinner, DBA, and Scott W. Kelley, DBA
The past decade has witnessed a number of well-publicized ethical misconduct disasters, including accounting fraud at Enron and WorldCom, product liability at Firestone, and...
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The Persuasive Role of Incidental Similarity on Purchase Intentions
Lan Jiang, PhD, Joandrea Hoegg, PhD (Canada), Darren W. Dahl, PhD (Canada), Amitava Chattopadhyay, PhD (France)
As any well-seasoned agent knows, creating a connection with the client is essential. Connections can be made in a variety of ways and usually hinge on some common value...
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INSIDER: The Mindset of a Sales Superstar
Donald Jackson, MBA Candidate
How can I achieve higher sales and develop better relationships with my clients? What are some hidden obstacles that are slowing my growth as an agent? In The Optimal...
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INSIDER: Selling to Giants
Laura Tweedie, MBA Candidate
Sales management gurus, William T. Brooks and William P. G. Brooks, co-author an insightful novel entitled, Playing Bigger Than You Are: How to Sell Big Accounts Even...
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