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  • About
  • The Global ETD Search service is a free service for researchers to find electronic theses and dissertations. This service is provided by the Networked Digital Library of Theses and Dissertations.
    Our metadata is collected from universities around the world. If you manage a university/consortium/country archive and want to be added, details can be found on the NDLTD website.

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Spelling suggestions: "subject:"multinomial logic model analysis"" "subject:"ultinomial logic model analysis""

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<b>DETERMINANTS OF SALES STRATEGY BASED ON SALESPEOPLE SEGMENTATION: A MULTINOMIAL LOGIT ANALYSIS</b>

Ifeloluwa Rebekah Olukayode (19195432) 23 July 2024 (has links)
<p dir="ltr">The objective of this research was to evaluate the impact of salespeople’s characteristics on their sales process. A cluster analysis procedure was used to develop a segmentation of business-to-business salespeople. The segments were developed by seven variables that describe the percentage of time salespeople spend on specific selling activities: prospecting, building trust/ relationship, probing, presenting products/ services, handling objections, negotiating/ obtaining commitment, and service/ follow-up.  The result indicated the presence of three clusters: customer-focused, sales-focused, and balance segments.  Differences across these segments have essential implications on the choice of sales strategy. </p>
Service marketing
Agricultural economics
Salespeople
segmentation analysis
cluster analysis technique
Multinomial logit model analysis
Business to Business Marketing
business to business relationships
customer focus
Customer orientation

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