Pub Date : 2018-12-31DOI: 10.1355/9789814818520-006
P. Linehan
This chapter presents the results of the data analysis. The data was collected and processed in accordance to the problems posed at the outset of this research, which was to understand which determinants impacted on SPP. The results of both the quantitative and qualitative data are presented in this chapter. The quantitative data analysis comprises of descriptive analysis, cross-tabulation, regression analysis, and correlation analysis. SPSS, a commercially available statistical software package, was used to perform the analysis. In addition, this chapter also reports the findings of the qualitative data analysis where the key themes were noted. The findings are structured in line with the literature review: organisational determinants, personal determinants, and symbiotic determinants. The data is presented in both quantitative (numerical) and qualitative (non-numerical) formats, as per the selected research methodology.
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Pub Date : 1900-01-01DOI: 10.4018/978-1-7998-1639-3.ch002
This chapter sets out to provide the background and context to personal selling, the evolution of personal selling, and how personal selling has progressed. It will also look at what factors have influenced the B2B selling environment. The presupposition offered up by Mayer and Greenberg still resonates within businesses today, due to the salesforce's consistent incapacity to perform at targeted levels. This hypothesis was further illustrated by various studies, which maintain that there is a disproportionately high percentage of the salesforce, who continue to underachieve and fail to achieve their targets on a consistent basis, and this has been one of the fundamental reasons for this examination. The aim of this chapter is to research the function of personal selling and establish how the personal selling environment has evolved, developed, and affected the way in which the salesforce performs their role.
{"title":"Literature Background and Context","authors":"","doi":"10.4018/978-1-7998-1639-3.ch002","DOIUrl":"https://doi.org/10.4018/978-1-7998-1639-3.ch002","url":null,"abstract":"This chapter sets out to provide the background and context to personal selling, the evolution of personal selling, and how personal selling has progressed. It will also look at what factors have influenced the B2B selling environment. The presupposition offered up by Mayer and Greenberg still resonates within businesses today, due to the salesforce's consistent incapacity to perform at targeted levels. This hypothesis was further illustrated by various studies, which maintain that there is a disproportionately high percentage of the salesforce, who continue to underachieve and fail to achieve their targets on a consistent basis, and this has been one of the fundamental reasons for this examination. The aim of this chapter is to research the function of personal selling and establish how the personal selling environment has evolved, developed, and affected the way in which the salesforce performs their role.","PeriodicalId":197090,"journal":{"name":"Achieving Peak Sales Performance for Optimal Business Value and Sustainability","volume":"28 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"1900-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"117193316","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 1900-01-01DOI: 10.4018/978-1-7998-1639-3.ch007
This chapter concludes this book, which has examined the challenges faced by practitioners, salespeople, and academics alike in relation to SPP. It is structured around the format of the investigation and highlights the key issues and considerations and the theoretical conceptualisations starting with the introductory chapter through the background and evolution of the personal selling literature review. It has also highlighted the research methodology, analysis, discussion, findings, contributions to knowledge, and recommendations for future research. The purpose of this chapter is to serve as a distillation of the entire study. The chapter starts with a restatement of the research questions. The chapter then proceeds to the findings and conclusions, theoretical and methodological contributions, implications for practitioners and academics, conceptual framework contribution, contribution to the author's personal development, the limitations of the study, the recommendations for future research, and final conclusions .
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Pub Date : 1900-01-01DOI: 10.4018/978-1-7998-1639-3.ch003
This chapter presents an analysis of what is characterised as the personal determinants. Determinants have been described by Churchill et al. as the degree of variation in a salesperson's performance in relation to six major components, which they classified as aptitude, skill level, motivation, role perception, personal factors, and organisational and environmental factors. Businesses are interested in three key outcomes: the level of sales performance, how these determinants affect their performance, the operational effectiveness and consistency of their team's performance. There are numerous determinants that play a role within the salesperson's ability to perform at SPP levels. Determinants are conduits for a salesperson's success. Selling is a broad, integrated, complex, and dynamic phenomenon that requires the use and integration of different variables for a salesperson to perform at SPP levels.
{"title":"Review of Sales Peak Performance Determinants","authors":"","doi":"10.4018/978-1-7998-1639-3.ch003","DOIUrl":"https://doi.org/10.4018/978-1-7998-1639-3.ch003","url":null,"abstract":"This chapter presents an analysis of what is characterised as the personal determinants. Determinants have been described by Churchill et al. as the degree of variation in a salesperson's performance in relation to six major components, which they classified as aptitude, skill level, motivation, role perception, personal factors, and organisational and environmental factors. Businesses are interested in three key outcomes: the level of sales performance, how these determinants affect their performance, the operational effectiveness and consistency of their team's performance. There are numerous determinants that play a role within the salesperson's ability to perform at SPP levels. Determinants are conduits for a salesperson's success. Selling is a broad, integrated, complex, and dynamic phenomenon that requires the use and integration of different variables for a salesperson to perform at SPP levels.","PeriodicalId":197090,"journal":{"name":"Achieving Peak Sales Performance for Optimal Business Value and Sustainability","volume":"3 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"1900-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"125283761","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
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