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.
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.