17,373 research outputs found
Secrets of Professional Selling
No full textSelling well, like any set of skills, begins with a solid foundation. In this program, Bob Kimball--author of the American Marketing Association's popular AMA Handbook for Successful Selling and professor of marketing at the University of West Florida--drives home the basics, including the importance of listening, in order to determine a prospect's needs and buying motives; of highlighting prospect benefits, not product features; of having a broad knowledge of one's industry; of making a paradigm shift from "company salesperson" to "buyer consultant"; and of focusing on value rather than price. (26 minutes, color
<b>Supplemental Material -</b> Driving Retail Cross-Selling
No full textSupplemental Material for Driving Retail Cross-Selling by Angela J. Xu, Raymond Loi, Cheris W. C. Chow, and Vicky S. Z. Lin in Journal of Service Research</p
The Interplay of Personal Selling and Direct Marketing: An Exploratory Study in the Pharmaceutical Industry
No full textBeyond dispute, personal selling represents the dominant and most effective promotional element in industrial settings, but its costs are quite substantial. Against this background, sales managers are forced to reexamine alternative approaches for servicing and informing customers in order to justify the productivity of their industrial selling mix. In this context, the complementary use of direct marketing to field selling becomes a primary concern as it allows for confidentiality and personalization of the message in contrast to mass communication while it provides information at a lower cost than does personal selling. However, no study has empirically investigated the interplay of personal selling and various direct marketing instruments with regard to several contextual factors determining the preferred use of direct marketing over personal selling so far. Thus, focusing on business-to-business transactions, this study’s objective is to deepen the understanding of the direct marketing and personal selling interplay. Due to limited empirical insights to this area, an exploratory research design is adapted. Results indicate that the advantageousness of direct marketing in comparison to personal selling is determined by customer-related, internal and external contextual conditions. Further, a well-designed interplay helps to improve selling productivity, brand awareness and customer satisfaction – and thus business unit performance. --
The distance selling directive: consumer champion or complete irrelevance?
No full textThis paper investigates the origins, significant content, UK and EU implementation and outcomes of Directive 97/7/EC on distance selling, hereafter referred to as the Distance Selling Directive (DSD). The DSD has been implemented in national legislation by all EU Member States. In the UK this legislation was the Consumer Protection (Distance Selling) Regulations 2000 (SI 2000 No. 2334), hereafter referred to as the CPDSR
Naked short selling: The emperor`s new clothes?
No full textRegulatory and media concern has focused heavily on the potentially manipulative distortion of market prices associated with naked short selling. However, naked shorting can also have beneficial effects for liquidity and pricing efficiency. We empirically investigate the impact of naked short-selling on market quality, and find that naked shorting leads to significant reduction in positive pricing errors, the volatility of stock price returns, bid-ask spreads, and pricing error volatility. We study naked shorting surrounding the demise of financial institutions hardest hit by the financial crisis in 2008 and find no evidence that stock price declines were caused by naked shorting. We also find that naked short-selling intensifies after rather than before credit downgrade announcements during the 2008 financial crisis. In general, we find that naked short sellers respond to public news and intensify their activity after price declines rather than triggering these price declines. We study the impact of the SEC ban on naked short selling of financial securities during July and August 2008, and find that the ban did not slow the price decline of those securities and had a negative impact on liquidity and pricing efficiency. Finally, after examining the speeds of mean reversion of pricing errors and order imbalances, we infer that Regulation SHO was successful in curbing the impact of manipulative naked short selling, and this reduction in the impact of manipulative naked shorting has continued through the 2008 financial crisis. Overall, our empirical results are in sharp contrast with the extremely negative preconceptions that appear to exist among media commentators and market regulators in relation to naked shortselling. --Naked Short Selling,Short Selling,Pricing Efficiency
Selling Information
No full textWe characterize optimal selling protocols/equilibria of a game in which an Agent first puts hidden effort to acquire information and then transacts with a Firm that uses this information to take a decision. We determine the equilibrium payoffs that maximize incentives to acquire information. Our analysis is similar to finding ex ante optimal self-enforcing contracts since information sharing, outcomes and transfers cannot be contracted upon. We show when and how selling and transmitting information gradually helps. We also show how mixing/side bets increases the Agent’s payoff. In fact, she can get the entire surplus with rich enough tests.Value of information, Dynamic game
Emerging tensions in selling sustainable solutions: a future research agenda
No full textIn this article, we examine how the transition to selling sustainable solutions creates tensions within the sales organization and across associated organizations, including suppliers and customers. Specifically, we examine the existing literature that has focused on how tensions arise within an organization during times of change and use this lens to identify potential challenges facing the sales function when tasked with selling sustainable solutions. We analyze how tensions manifest within the sales function (vertical tensions) and between sales and other departments, as well as between suppliers and buyers (horizontal tensions). The article demonstrates that sustainability tensions, unlike other literature streams, are an underexplored topic in the B2B sales literature, presenting avenues for future research. Building on a review of the literature on sustainability in other disciplines, we develop a research agenda that can inform future sales research on selling sustainable solutions. The identified set of research questions was evaluated by 40 academics and 30 business professionals from around the world, and a prioritized set of research questions relevant to both academic and practitioner audiences is presented. We discuss the theoretical implications of our research and offer some implications for practitioners.Publishe
Svensk Botanisk Tidskrift : Volym 41: Häfte 4, 1947
No full textINNEHÅLLSFÖRTECKNING. ÅKE BERG: The Diatom Collections in the Swedish Museum ot Natural History, Stockholm. B. SCHUSSNIG: Einige Beobachtungen an den Tetrasporangien-Kernen von Wrangelia penicillata. K. MÜLLER: Studien zur Aufklärung der europäischen Arten der Lebermoos-Gattung Calypogeia. O. H. SELLING: Further Studies in Schizaea. B. SAARSOO: Beitrag zur Taraxacum-Flora Estlands. STEN GRAPENGIESSER: Norrländska vegetationsbilder. II. SMÄRRE UPPSATSER OCH MEDDELANDEN: B. PETERSON: Omphalia sphagnicola funnen i södra Sverige. S. HERTZ: Geaster minimus funnen i Lappland. O. RUNE: Minuartia rubella funnen i södra Lappland. RECENSIONER: O. H. SELLING: E. B. Copeland; Genera Filicum. E. RENNERFELT: S. D. Garrett; Root Disease Fungi. D. LIHNELL: E. Gäumann; Pflanzliche Infektionslehre. O. H. SELLING: E. D. Merrill; A Botanical Bibliography of the Islands of the Pacific. SVENSKA BOTANISKA FÖRENINGEN: Revisionssammanträde. Nya medlemmar. NOTISER. Svensk Botanisk Tidskrift: Titelblad, innehållsförteckning och artförteckning till Bd 41. Medlemsförteckning
Svensk Botanisk Tidskrift : Volym 41: Häfte 4, 1947
No full textINNEHÅLLSFÖRTECKNING. ÅKE BERG: The Diatom Collections in the Swedish Museum ot Natural History, Stockholm. B. SCHUSSNIG: Einige Beobachtungen an den Tetrasporangien-Kernen von Wrangelia penicillata. K. MÜLLER: Studien zur Aufklärung der europäischen Arten der Lebermoos-Gattung Calypogeia. O. H. SELLING: Further Studies in Schizaea. B. SAARSOO: Beitrag zur Taraxacum-Flora Estlands. STEN GRAPENGIESSER: Norrländska vegetationsbilder. II. SMÄRRE UPPSATSER OCH MEDDELANDEN: B. PETERSON: Omphalia sphagnicola funnen i södra Sverige. S. HERTZ: Geaster minimus funnen i Lappland. O. RUNE: Minuartia rubella funnen i södra Lappland. RECENSIONER: O. H. SELLING: E. B. Copeland; Genera Filicum. E. RENNERFELT: S. D. Garrett; Root Disease Fungi. D. LIHNELL: E. Gäumann; Pflanzliche Infektionslehre. O. H. SELLING: E. D. Merrill; A Botanical Bibliography of the Islands of the Pacific. SVENSKA BOTANISKA FÖRENINGEN: Revisionssammanträde. Nya medlemmar. NOTISER. Svensk Botanisk Tidskrift: Titelblad, innehållsförteckning och artförteckning till Bd 41. Medlemsförteckning
Svensk Botanisk Tidskrift : Volym 41: Häfte 4, 1947
No full textINNEHÅLLSFÖRTECKNING. ÅKE BERG: The Diatom Collections in the Swedish Museum ot Natural History, Stockholm. B. SCHUSSNIG: Einige Beobachtungen an den Tetrasporangien-Kernen von Wrangelia penicillata. K. MÜLLER: Studien zur Aufklärung der europäischen Arten der Lebermoos-Gattung Calypogeia. O. H. SELLING: Further Studies in Schizaea. B. SAARSOO: Beitrag zur Taraxacum-Flora Estlands. STEN GRAPENGIESSER: Norrländska vegetationsbilder. II. SMÄRRE UPPSATSER OCH MEDDELANDEN: B. PETERSON: Omphalia sphagnicola funnen i södra Sverige. S. HERTZ: Geaster minimus funnen i Lappland. O. RUNE: Minuartia rubella funnen i södra Lappland. RECENSIONER: O. H. SELLING: E. B. Copeland; Genera Filicum. E. RENNERFELT: S. D. Garrett; Root Disease Fungi. D. LIHNELL: E. Gäumann; Pflanzliche Infektionslehre. O. H. SELLING: E. D. Merrill; A Botanical Bibliography of the Islands of the Pacific. SVENSKA BOTANISKA FÖRENINGEN: Revisionssammanträde. Nya medlemmar. NOTISER. Svensk Botanisk Tidskrift: Titelblad, innehållsförteckning och artförteckning till Bd 41. Medlemsförteckning
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