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The purpose of sales force effectiveness is to increase company revenues through increased customer acquisition, product/service sales, and up-selling/cross-selling additional products and services. The purpose of sales force effectiveness metrics is "to measure the performance of a sales force and of individual salespeople."
A 1998 [16] meta-analysis of the predictors of job performance for salesperson found that extraversion and conscientiousness predicted both ratings and sales, but general cognitive ability and age correlated with ratings but not sales. Social skills, a good mentor and interpersonal virtues predict career success, a concept related to job ...
Alejandro "Alex" Dey (born June 26, 1958) is a Mexican American life coach, motivational speaker, sales adviser, and writer. He is the author of eight books, including La Biblia Del Vendedor. [1] Dey writes and talks about subjects such as self-improvement, life coaching, and sales techniques. [2]
Why shopping — and sales especially — gives people a mood boost “Shopping is not a rational process. If it were, we’d buy strictly what we need,” Pauline Wallin, a licensed psychologist ...
An incentive program is a formal scheme used to promote or encourage specific actions or behavior by a specific group of people during a defined period of time. Incentive programs are particularly used in business management to motivate employees and in sales to attract and retain customers.
The expectancy theory of motivation explains the behavioral process of why individuals choose one behavioral option over the other. This theory explains that individuals can be motivated towards goals if they believe that there is a positive correlation between efforts and performance, the outcome of a favorable performance will result in a desirable reward, a reward from a performance will ...
A man dressed as Santa Claus poses with small children as people visit the American Dream Mall during Black Friday sales on Nov. 29, 2024, in East Rutherford City. (Photo by Kena Betancur/Getty ...
A sales contest is a motivational program in which rewards are offered to sales people based upon their sales and/or results. There are three types: [1] Direct competition — the sales people compete against each other and there is one winner; Team competition — there are teams which are rewarded collectively for winning.