<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>
| Identifer | oai:union.ndltd.org:purdue.edu/oai:figshare.com:article/26356504 |
| Date | 23 July 2024 |
| Creators | Ifeloluwa Rebekah Olukayode (19195432) |
| Source Sets | Purdue University |
| Detected Language | English |
| Type | Text, Thesis |
| Rights | CC BY 4.0 |
| Relation | https://figshare.com/articles/thesis/_b_DETERMINANTS_OF_SALES_STRATEGY_BASED_ON_SALESPEOPLE_SEGMENTATION_A_MULTINOMIAL_LOGIT_ANALYSIS_b_/26356504 |
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