2019 Q1 Research Review – edited by Jeremy Noad

22nd March 2019 |   Dr Jeremy Noad

These pages aim to keep readers up to date with recently published research on sales-related topics. The review highlights short abstracts of academically peer-reviewed research from a range of academic journals. In this edition, the abstracts focus on three themes: sales performance; customer management, and sales-related behavioural studies.

Q1 2019 Research Review

Sales performance

Salespeople’s ability to learn impacts value-based selling approaches

This paper aims to investigate factors that affect the use of value-based selling and the subsequent influences on salespeople’s sales performance. Salespeople’s learning orientation has the greatest impact on the use of value-based selling. Managerial support exerts a positive effect on crafting. Salespeople’s experience has a positive impact on comprehension and confirmation. The implementation of value-based selling has a positive effect on sales performance.

The results suggest that value-based selling is a multi-component sales process that requires balancing managerial actions among individual and organisational factors. This paper presents a broad evaluation of measures and assessments of value-based selling in business-to-business sales settings. The findings provide new elaborations on the theoretical and practical implications of value-based selling and reveal which individual and organisational factors affect the usage of value-based selling.

Kienzler, M, Kindström, D, & Brashear-Alejandro, T, “Value-based selling: a multi-component exploration”, Journal of Business & Industrial Marketing, 2018.

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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.