International Journal of Business and Management
August, 2009
Salesperson Professional Selling and the Effect on Buyer and Salesperson Relationship
Maznah Wan Omar
Faculty of Business Management, Universiti Teknologi MARA
Kedah, Malaysia
Tel: 60-4-4562-550
E-mail: maznah199@kedah.uitm.edu.my
Kamaruzaman Jusoff (Corresponding author)
Department of Forest Production, Faculty of Forestry, Universiti Putra Malaysia
43400 UPM Serdang, Selangor, Malaysia
Tel: 60-3-8946-7176
E-mail: kjusoff@yahoo.com
Mohd Noor Mohd Ali
Department of Physics, Universiti Teknologi MARA
Pulau Pinang, Malaysia
Tel: 60-4-4243-069
E-mail: mohdnoorma@ppinang.uitm.edu.my
Abstract
Regardless of the growing importance and emphasis on
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Marshall et al., (1999), interviewed a diversity of professional salespeople to give evidence for 49 new sales activities that were not pointed out in Moncrief’s (1986) original list. These latest activities fall into the following main categories: communication technology, selling technology, activities related to adaptive and consultative selling, and team-oriented activities. Many of the specific activities within these categories involve skills and content knowledge dissimilar from those traditionally observed in the past as key salesperson success factors.
This study therefore investigates the salesperson professional selling (salesperson knowledge and adaptive selling) and the effect on buyer and salesperson relationship through customer loyalty, in the Malaysian retail sector. Oliver’s (1997) model which follows the cognition-affect-conation pattern is use in the development of this study.
2. Methods
2.1 Sampling design
To have a representative finding, the sampling technique used must be objective. This is an important effort adopted by most researchers in order to furnish a finding pertinent to the general. To choose the sample for this study, probability random sampling was used. A probability sample is necessary if the sample is to be representative of the population
(Reeves, 1992). Therefore, a two-stage systematic sampling technique is employed in this study.
2.2 Population and sample size
The unit of analysis for
Introduction: In this assignment I will be giving information the following point talk about each sales staff must do or be like when working for these different scenarios. Also I have included the sales technique out of four of them: Cold-calling, Face to face, Telemarketing and drop in visits. Also I have included their own personal interpersonal skills of what it takes to be a sales staff to be working for those scenarios, I have also included examples and relevant pictures.
The researchers used purposive sample but did not give any explanation as to why this choice sampling was made. It is essential to describe the sampling process in a research where this facilitates the reader to distinguish any bias in the whole sampling process. In studies using participants, the process of how to select, access, inform and retain research participants requires considerable thought. Sampling is a key issue, because it is
Theodor Seuss Geisel, the very famous author, cartoonist, and publisher, was born on March 2, 1904, in Springfield, Massachusetts. Being the creative mind behind over sixty books, Theodor Seuss Geisel had a wide, extraordinary imagination. Better known as Dr. Seuss, Mr. Geisel has been well known by not only children, but adults all over the world for generations.
The population sampled due to its specific nature i.e., college students, and college graduates would need to be contemplated in regards to the testing results as it is offered as a depiction of the general population.
This section will provide the rationale of the methods employed and highlight how the study will be performed. The study will examine the population with the sample size identified, data collection method and its analysis will be offered.
Team sports like soccer or basketball, and additionally individual games are to a great degree well known around the world. Celebrated sportsmen and sportswomen have status like Hollywood superstars, and their wages are high. In any case, regardless of how well they play, every one of them have once been beginners; in this point of view, secondary school or college competitors are very little not quite the same as experts (if also their abilities). In the meantime, the NCAA (National Collegiate Athletic Association) doesn't allow college competitors to be fiscally adjusted for their effort, which is certainly out of line. College competitors should to be paid their due for various reasons.
Sample is the 33,160 responses. The population seemed to be the entire population. The sample is a voluntary response sample because subscribers could choose to respond or not. It is not likely to be a representation of the greater population.
A second form of probability theory is shown through systematic sampling. Systematic sampling is used more frequently by researchers versus simple random sampling if the available criterion has already been established. Through systematic
Method: How to collect the sample is vital to testing the claim so a precise
The ultimate goal is to learn about a large population by surveying a sample of that population.
The method of selecting the sample was clearly defined and the sample size met the suggested guideline for minimum sample size. Data was
The term “Brand Loyalty” also called as “Customer Loyalty” has been in the business industry since a very long time as a model to be used in conducting business. But it wasn’t until the mid to late 1900’s that the term was actually given its due importance by making it a vital part of advertising and marketing. The concept of marketing evolved substantially from being focused on sales of a product to having Customer satisfaction to be its focal point. Studies further revealed that there was a positive correlation between customer satisfaction and Brand Loyalty.
this study is the use of convenience sampling, as previously mentioned. Black et al. (2000) make
Henri Julien Felix Rousseau was born May 21, 1844 in a small town in northwestern France called Laval. Rousseau grew up in a very tough, poor background with many struggles that which created who he is. With his father being in great debt, he had to move out from his town. There he went to school with below average grades, but still received prizes for his drawing and music skills. After his father’s death, Rousseau moved to Paris to help his widowed mother out. While in Paris, he found a girl who he eventually married, but later ended up dying to tuberculosis. His wife’s death is when he began taking painting seriously, in which he later quit to paint only. Rousseau claims that he had “no teacher other than nature” although did receive some tips from Felix Auguste Clement and Jean-Lean Gerome. With Rousseau self-teaching himself, he obtained a unique technique in his art work.
According to Hair et al. (2003), in the research, the sampling process enables identifying, developing and understanding an interested object that need to be determined (p.333). Hence, in order for the researcher to carry out the sampling appropriately, advantages and disadvantages of the various sampling methods should be considered along with the theoretical component of the study (Hair et al. 2003, p. 368 f). Theoretically, the sampling procedure is divided into two major types which consist of probability and nonprobability sampling. In probability sampling, individuals have a known chance of being selected. While, in non-probability sampling, individuals do not have a known possibility to be selected (Sekaran 2003, p. 269 f). Also, the different sampling methods provide different advantages and disadvantages. Hence, the researcher should consider this point before choosing the sampling method for the