Increasing Sales Productivity by Getting Salespeople To Work Smarter |
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| Authors: | Harish Sujan Barton A Weitz Mita Sujan |
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| Institution: | 1. Harish Sujan (Ph.D., University of California, Los Angeles) is Assistant Professor of Marketing at the Pennsylvania State University. His current research interests are in the application of behavioral theories to salesforce issues such as motivation and skilldevelopment. His research has been published in the Journal of Marketing and Journal of Marketing Research.;2. Barton A. Weitz (Ph.D., Stanford University is Professor of Marketing, J. C. Penney Eminent Scholar Chair, and Director of the Center for Retailing Education and Research at the University of Florida. In addition to his research on personal selling effectiveness, he has coauthored two textbooks, Selling: Principles and Methods and Marketing Strategy: Planning, Implementation, and Control. His research has been published in leading marketing and management journals.;3. Mita Sujan (Ph.D., University of California, Los Angeles) is Assistant Professor of Marketing at the Pennsylvania State University. Her current research interest are on the development and utilization of knowledge by consumers and salespeople. Her research has been published in the Journal of Marketing, Journal of Marketing Research, and the Journal of Consumer Research. |
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| Abstract: | Recent research indicates that sales productivity can be substantially improved if salespeople place more emphasis on an aspect of working smarter, i.e., practice adaptive selling. This paper suggests ten approaches that sales managers can use to improve sales performance by encouraging and assisting their salespeople to practice adaptive selling. |
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