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.

Sales performance

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.

Dr Jeremy Noad

Dr Noad coaches sales leaders and teams | + posts

Dr Jeremy Noad edits our Research Review. As an advocate both of sales excellence and translating sales research into action, he has been our Research Review section editor since day one. A 25-year sales and marketing veteran who has worked with sales organisations on all major continents, Dr Noad guides and coaches sales leaders and their teams to transform sales performance and effectiveness. His present focus is on global sales effectiveness with a $20bn market leader. He completed his doctorate on improving sales performance at Portsmouth University.