How first impressions of a customer impact effectiveness in an initial sales encounter

Article Abstract:

A salesperson's first impression of a potential customer is significantly associated with salesperson effectiveness. Sales personnel face the challenge of establishing a relationship while completing a sale and satisfying the customer.

Marketing, Research, Economic aspects, Marketing industry, Selling, Consumers, Impression formation (Psychology)

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Control systems effect on attributes processes and sales outcomes: A cybernetic information-processing perspective

Article Abstract:

The findings of a cybernetic information-processing framework built to examine the conceptual model which proposes the relationship between the sales controls, salespersons particular qualities, attributional dimensions and psychological outcomes are presented.

Analysis, Usage, Control systems, Attribution (Social psychology), Attribution (Psychology)

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How sales controls affect job-related outcomes: the role of organizational sales-related psychological climate perceptions

Article Abstract:

The study involves three organizational sales-related psychological climate perceptions (organization's customer orientation, sales innovativeness, sales supportiveness) for the purpose of explaining how sales force controls affect sales-related outcomes. Using path analysis, salespeople were surveyed and it was found that involving psychological climate perceptions will lead to understanding the connection of sales controls to job satisfaction and performance. The limitations and other results of the survey are discussed.

Methods, Influence, Surveys, Job satisfaction, Sales personnel, Salespeople, Performance standards, Job performance standards, Report

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