2018 Q1 Research Review – edited by Jeremy Noad
12th March 2018 | Dr Jeremy Noad
These pages aim to keep readers informed of recently published research on sales related topics, by including abstracts of peer-reviewed academic research published in a range of journals. In this edition, we have grouped them into four broad themes: sales performance, customer management, behavioural studies, and systems and tools.
Value-based selling is critical for sales excellence
A value-based selling approach is critical to firms that wish to achieve sales and marketing excellence. Implementing value-based selling is challenging, but it has been seen to be a practical approach that delivers enhanced salesperson performance. This study identifies that to achieve success in implementing value-based selling, an organisation needs to equip salespeople with a different set of skills and provide dedicated organisational support when compared with alternative selling approaches. A salesperson’s learning orientation and networking skills are essential differentiators. The provision of selling tools and significant marketing support can compensate for a skills gap.
Terho, Harri, et al, “Selling Value in Business Markets: Individual and Organizational Factors for Turning the Idea into Action”, Industrial Marketing Management 66 (2017): 42-55.