Journal of Advertising and Sales Management

Journal of Advertising and Sales Management

A Model for Effective Seller Presentation in Industrial Markets

Authors
Reyhaneh Sadat Mousavi 1
سهیلا Kheiri 2
hossein moeini 3
abolfazl hatami 4
1 MSc., Managment group, Faculty of Humanities, Hazrat - e - Masoumeh University, Qom, Iran
2 MSC.. Managment group. Faculty of Humanities. Hazrat - e - Masiumeh University. Qom. Iran
3 2. Associate Professor, Department of Management, Faculty of Human Science, Hazrat-e Ma`soumeh University, Qom, Iran.
4 3. Assistant Prof., Consulting group, Faculty of Humanities, Hazrat - e - Masoumeh University, Qom, Iran
10.22034/asm.2024.713470
Abstract
Abstract
Abstract
Sales presentation is defined as the "main body" and as an important stage of the sales process. The aim of research is a model for effective salesperson presentation in industrial markets. method of research is qualitative, exploratory, applied, and analysis method is GT theory. The statistical population is the clothing wholesalers of Tehran. judgmental purposeful is sampling method and interviews were conducted with 15 salespeople. The data collection tool is in-depth interview. Validity and reliability of the research findings were checked by with expert academic researchers and data analysis was done using Nvivo software. The analysis of the interviews led to the identification of six main categories, which are: (1) Causal factors, including the core categories of passion for work and attractiveness of the seller. It includes the core categories of psychological capital, emotional intelligence, spiritual intelligence, managerial ability, product characteristics, and personality characteristics. (4) Contextual factors include the central category of situational factors. (4) Its consequences include the central categories of personal consequences and organizational consequences. (6) Effective strategies include the core categories of grooming, communication skills, professional ethics, and sales presentation skills. Finally, the final model consists of 15 categories, 44 concepts and 112 primary codes…
Keywords
Effective seller presentation
sales performance
buyer-seller relationships
industrial markets

Subjects

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Journal of Advertising and Sales Management
Volume 5, Issue 1 - Serial Number 17
Spring 2024
Pages 202-223