Is There a Preferred Style of Sales Management |
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| Authors: | VR Buzzotta RE Lefton |
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| Institution: | 1. Victor R. Buzzotta (Ph.D., Washington University) is Chairman of the Board and Executive Director of Psychological Associates of St. Louis, which has developed a full line of people-skills training seminars in sales, management, and performance appraisal. Widely known as Dimensional Training, these courses are used by major corporations in the U.S. and overseas. He is co-author of numerous articles on training and development as well as three books on applied behavioral science: improving Productivity Through People Skills, Effective Motivation Through Performance Appraisal, Effective Selling Through Psychology.;2. Robert E. Lefton (Ph.D., Washington University) is a co- founder and President of Psychological Associates, and one of the country's most experienced consultants in sales and marketing management and organization development. He has worked as a consultant with many of Fortune's top 500 companies, has served on the faculty of Washington University, the Presidents' Association of the American Management Association, the Motorola Executive Institute, and the Alcoa Executive Institute. Dr. Lefton has conducted Dimensional Training seminars for several hundred leading corporations in the U.S. and Europe. Co-author of three books, Improving Productivity Through People Skills, Effective Selling Through Psychology, and Effective Motivation Through Performance Appraisal, he has also written numerous articles in the business press. |
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| Abstract: | AbstractRecently a powerful new technique for teaching salespeople how to establish rapport has emerged from the behavioral sciences. The technique is called Neuro-Linguistic Programming (NLP). One observes body cues such as eye movements, voice tones, and body posture to learn the thought processes behind them. Word selection used by customers reinforces the information provided by body cues. A salesperson can establish rapport by pacing or matching body and word patterns. Such rapport building facilitates the creation of mutually beneficial exchanges. The process for acquiring and teaching such skills is discussed. |
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