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Essay / Research Paper Abstract
A 3 page paper discussing issues associated with making large and complex sales. The paper includes discussion of communication and cooperation, and includes an example. Bibliography lists 5 sources.
Page Count:
3 pages (~225 words per page)
File: CC6_KSmktgSales.rtf
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Unformatted sample text from the term paper:
qualitative nature of self-evaluation that high-performing corporate salespeople use to describe why they are successful or why they approach corporate sales in the way they do. Most do have
a system; Thrull (2003) encourages readers to avoid becoming a part of customers systems. Salespeople can avoid this trap by ensuring that they seek to understand customers needs and
to match their products to those needs (Moncrief and Shipp 26). It is the position here that when there are several decision-makers involved in approving a large purchase, it
is necessary to communicate well with each and to demonstrate how the salespersons product can meet the customers needs, and to cooperate with multiple decision makers and those on the
sales team. Communication Thrull (2003) tells of a research effort seeking to determine what makes top performers excel as they do. Accompanying
one such top performer on a sales call, Thrull (2003) later asked why he did not use the product brochure. His response was that the brochures were "distracting," that
customers began asking questions about the product that he then needed to answer, thereby preventing him from discovering the information he needed to know to fully meet the customers needs.
He said, "I seem to be more effective when I leave the brochures in my office" (Thrull 43). Thrull (2003) labels this as a "personal style of selling
and a natural communication process" (43) developed through experience. Cooperation Homburg and Jensen (2007) present a conceptual model of the effectiveness of "cooperation
between the marketing and sales personnel" (124) of the selling company. Sales is highly competitive by nature and by definition, but competition within the sales team is self-defeating.
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