Do You Know Who Your Best Sales People Are?

667 words - 3 pages

Lynette Ryals, Iain Davies (2010). Do you know who your best sales people are? Article of Harvard Business Review Dec 1, 2010.

Lynette Ryals and Lain Davies argue in their article despite the increase in the number of sales people taking on greater roles of business development and relationship management, they do not seem to be giving their best to achieve better results. To get a better picture, Lynette and Lain closely watched around eight hundred sales professionals during their live meetings which when completed brought to light eight different sales type. Among the eight just about three sales people were consistently successful in producing a desired result. The rest did not ...view middle of the document...

Lynette and Lain figured out that some storytelling could improve sales performance, but too much of it would be disadvantageous and may also turn customersoff. These people usually would pay too much attention to the previous customers, and very less on the ones sitting next to them. However the Aggressors can be effective in the right setting. They advance to every sales meeting as a pure negotiation on price. Few customers dislike this aggressive approach.

When it comes to the Focusers, they mainly lack belief in themselves, while they are still very well educated about their products. But in place of giving importance to the customer’s needs, they just insist on detailing every product feature by conveying all the technical aspects of their offering. In the case of Socialisers, they turn out to be the worst-performing ones while making the sale, in spite of the reputation that most salespeople are socially gifted. At the cost of pitching up the sales, they tend to babble. Narrators are ones who...

Other Essays Like Do You Know Who Your Best Sales People Are?

Do You Know About Gun And Weapon Safety? It Is

310 words - 2 pages Do you know about gun and weapon safety? It is an important thing to know.It could be a matter of life or death.. If you go to your friend's house and he or she show you that their parents , have a gun run to your house and tell you parent's immediatly Guns should be locked up at all times and children should not be able to get to a gun..Here's some of the reasons why you should not touch a gun. You may think a gun is lock or not full of

What Do You Know About the Cold War?

680 words - 3 pages history books. Sandra figures that the people involved were Russia and the United States but also might have something to do with Cuba and maybe China. Again the biggest part of the Cold War was seen as the Missile Crisis. A perspective that came from my brother in law seemed to have more to do with media. Josh is 33 and his information mainly came from movies. “To know about the Cold War you should watch James Bond during the time of Sean

Do You Define Your Family Members as Strangers?

532 words - 3 pages do you define your family members as strangers ? Hey everyone, you must be wondering that why I was absent. Well, I was going through a very demanding phase but now things might settle a little. Anyway let’s not bore you with everyday stuff. I was actually concerned about us. Yes I guess you and me are also us as we mutually share each other views and advices. Like whenever you want something other then my everyday blog, you mail me

Ask Not What Your Country Can Do For You

1502 words - 7 pages the speech as well as the famous line: “And so, my fellow Americans: ask not what your country can do for you—ask what you can do for your country” clearly indicate Kennedy’s message to the American people, which is for every citizen to fight against oppression and promote freedom whenever possible. This message proves to become a prevailing theme throughout the 1960’s, leading to dramatic and progressive events which include The Civil Rights

Are you O.K? - A satire on how people ask if you are okay when you clearly are not

304 words - 2 pages "Are you OK?" , You've most likely heard this interrogative spoken at times like these:Subject 1: (Lying in a pool of his own blood, obviously dead.)Subject 2: OMIGAWD! I saw that truck run you over then back up and run you over again! (Here it comes) Are you O.K?Subject 1: (Still dead)Recently a study was conducted by the AASTWYTDSDGAHA3SMTPE or the American Association of Scientists That Waste Your Tax Dollars on Stuff like Do Goldfish

Leadership Style: What People Do When They Are Leading

1746 words - 7 pages Leadership Style: What Do People Do When They Are Leading BUS 520 Leadership and Organizational Behavior June 9, 2013 Dr. Damita L. Goods Leadership Style Hewlett Packard is a multinational hardware and software corporation headquartered in Palo Alto, California. The President and Chief Executive Officer of Hewlett Packard is Margaret “Meg” Cushing Whitman. She assumed this role in September of 2011after serving on the Board of

There Are Two Types of Observation, Covert and Overt. the Difference Between Them Is That Covert Observation Is When the People Being Observed Do Not Know They’re Being Watched or Studied, and Overt...

3943 words - 16 pages impressed by Hitler, stating that ‘you would never notice him in a crowd and would take him for the house painter he once was’. He told Hitler that in his ‘personal opinion’ there could be no objection in principle to the hand-over of the Sudetenland, however he said that he could not give a firm assurance about this ‘on behalf of the British government who had not authorised me to say anything of the kind.’ This encouraged Hitler in his demands

"When People Succeed, It Is Because Of Hard Work, Luck Has Nothing To Do With Success”. Do You Agree Or Disagree With The Quotation Above? Use Specific And Examples To Explain Your Position

655 words - 3 pages "When people succeed, it is because of hard work, Luck has nothing to do with success" "When people succeed, it is because of hard work, Luck has nothing to do with success". Do you agree or disagree with the quotation above? Use specific and examples to explain your position. Everyone has strong desire for success in life. Some people believe that success is a result of hard work and luck has nothing to do

What Makes Your Tired and What You Can Do About It

1651 words - 7 pages three of the biggest causes of fatigue. Often they are to blame when physical or mental work seems to be the cause. ... Remember that a tense muscle is a working muscle. Ease up! Save energy for important duties." Stop now, right where you are, and give yourself a check-up. As you read these lines, are you scowling at the book? Do you feel a strain between the eyes? Are you sitting relaxed in your chair? Or are you hunching up your shoulders

Use Sources 1, 2 and 3 and Your Own Knowledge. Do You Agree with the View That the 1950s Can Be Seen as a Period of Great Prosperity for the People of Britain? Explain Your Answers Using Sources 1, 2...

1206 words - 5 pages In my opinion, the 1950s cannot be seen as a period of prosperity for the people of Britain for a number of reasons which I will explain further on. I believe that source 1 mainly agrees with the above statement, however, there are some areas in the source which can display ways in which the source doesn’t fully agree with the above statements. Source 2 also, somewhat agrees with the above question, however, there are a greater number of aspects

Drawing on What You Have Learned from the Dd102 Module Materials and Your Work on Tma 01, Outline Some Inequalities and Differences on a Street That You Know

1099 words - 5 pages Drawing on what you have learned from the DD102 module materials and your work on TMA 01, outline some inequalities and differences on a street that you know. Word limit: 750 words In this essay I am going to give examples of differences and inequalities on Chelmsford High Street (CHS), also I will be drawing parallels between my examples and those outlined in the module materials. And (where relevant) I will relate them to other concepts

Related Papers

Love Who You Are Essay

1220 words - 5 pages bad thing happens. You need to keep living your life the way that you want to live it, and you are the only one who has control over what happens next. So get out there, and start doing what you love because today is the day that the rest of your life begins. I really love this song for many reasons. One of the big reasons is that I feel like it has the power to just turn a mood upside down. To me, the lyrics are so powerful and meaningful, and

1. You Are The Sales Manager Of An Electrical Goods Distributor. One Day You Receive A Telephone Call From A Very Good Long Term Customer Regarding The Changed Behavior Of One Of Your Senior Sales...

538 words - 3 pages In this kind of circumstance, as a sales manager I will apologize to the customer who complaint about the senior Sale Representative of mine in the phone. Moving on, I will try and make an appointment with the customer and meet the customer in personally in order to further understand and investigate the entire situation by listening carefully from the customer. I will analysis the complains from the customer and try to interpret the

Identify The Type Of Team Player You Are In Your Group. How Do You Facilitate Group Work?

464 words - 2 pages address to get somewhere and you need the directions to get there. The address would be your goal and the directions would be your plans.I communicate with the group a lot. I feel every member needs to know what is going on. After each meeting, I sum up the meeting discussion into an email and send to all members in the group. People have things that come up and can't make it to the meeting. I understand those needs and will accommodate by sending

Know What Your Customers Want Before They Do

554 words - 3 pages Know what your customers want before they do Due to continuous growth in globalization which has made an advancement in technology, information, infrastructure and communication, customer has got more awareness about the desired product by spending the best price without compromising in quality and quantity. On the other hand, continuous increase in world population has led to the expansion of retail market as well. Because of these two factors