Title :
Intelligence in sales: How superior salespeople generate interaction with their client?
Author :
Itoh, Masako ; Hirata, Kenji ; Matsuo, Makoto ; Kusumi, Takashi
Author_Institution :
HIT Centre, NTT-AT, Kanagawa, Japan
Abstract :
Successful sales practices were experimentally examined by focusing on the interactions of salesperson with a client. Twenty superior and average salespeople watched a training video and indicated what they would have done in unsuccessful scenes. We found that successful practices strengthen the process whereby the client and salesperson collaborate to find goals to satisfy rather than exchanging needs and solutions.
Keywords :
behavioural sciences; cognitive systems; sales management; client interaction; sales intelligence; salesmen; salespeople; training video; Collaboration; Employment; Human resource management; Knowledge management; Layout; Management training; Marketing and sales; Meeting planning; Proposals; Psychology;
Conference_Titel :
SICE 2002. Proceedings of the 41st SICE Annual Conference
Print_ISBN :
0-7803-7631-5
DOI :
10.1109/SICE.2002.1196562
