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>
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