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Browse Archives by Keyword: Marketing and Sales

Connecting Luxury Homes with Right-Minded Consumers
[12/1/2017]
JaeHwan Kwon, PhD, Yuri Seo, PhD, and Dongwoo Ko, PhD


Our research examines how a consumer's view of this theory can affect his/her preference for luxury, and how advertisers, marketers, and real estate agents can use this information to increase the likelihood that consumers respond positively to luxury, increasing your chances of a sale

Importance of Motivation to Career Success
[12/1/2017]
Keo Mony Sok, PhD, Phyra Sok, PhD, and Luigi M. De Luca, PhD


The need for fantastic sales professionals is greater today than ever before. Increasingly, clients demand sales professionals provide exceptional customer service that coincides with meeting those desired results. To this, motivation is key

Building a Winning Sales Presentation
[9/1/2017]
Charles Fifield, MBA


Delivering an effective sales presentation to a prospective real estate client will impact attaining your desired outcome for most client interactions

Do Past Preferences Indicate Future Selections?
[9/1/2017]
Kate Barasz, PhD, Tami Kim, PhD Candidate, and Leslie K. John, PhD


Predicting others' preferences can result in a distinct advantage for a salesperson, especially through creating choice sets based on clients' implicit and explicit wants and needs. Oftentimes, these predictions must be made with almost no information about the client's preferences, so the salesperson may have to rely on previously observed behaviors

INSIDER: Fearless Public Speaking
[9/1/2017]
Courtney A. Harris, MBA Candidate


In his book, Fearless Public Speaking, Patrick King explains exactly what it takes for you to confidently prepare for a talk or presentation and command the stage once you're there

INSIDER: Shiftability
[9/1/2017]
Luke Smith, MBA


Throughout our daily lives, we have many options. We can change our jobs, our bosses, our cities, and try endless news sales methods. However, unless we undergo personal transformation ourselves, external changes will not propel us where we want to go or help us become who we need to be

Looking Back: Key Themes in Sales Research
[9/1/2017]
Keith A. Richards, PhD, Wyatt Schrock, PhD, Yanhui Zhao, PhD, and Douglas E. Hughes, PhD


In every field of study, there are moments when looking back helps us better understand where we are now and the path forward. In an effort to uncover key takeaways for salespeople, we reviewed the lessons gleaned from the past 35 years of sales research

Are Clients Persuaded by Boastful Agents?
[6/1/2017]
Grant Packard, PhD, Andrew D. Gershoff, PhD, and David B. Wooten, PhD

Boasting by real estate agents can produce negative and positive reactions from their clients. However, boasting combined with a strategy to develop trust can be advantageous to a real estate agent

Getting into the Business of Your Buyer's Success
[6/1/2017]
Charles Fifield, MBA


A basic objective to any selling engagement should be the buyer’s success, however that may be defined by the buyer

INSIDER: If the Point of Selling Isn't Selling, then What's the Point?
[6/1/2017]
Courtney A. Harris, MBA Candidate


Salespeople will be more successful when they understand that the point of selling isn't selling. A salesperson's job is to help his or her customer make a better buying decision


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