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For
Immediate Release
But
Wait, There’s More!
Many Salespeople
'Exaggerate'; They Think Doing
So Sells More, Experts Tell
Sales Profession
|
| Waco, Texas— Many salespeople
still 'exaggerate' when pitching
their products. They think they’ll
sell more by “growing hair”
on their presentations, according
to two Baylor University marketing
professors and a noted researcher.
In remarks prepared for the National
Sales Conference in Irvine, Calif.,
(March 29-31), professors Larry
Chonko and Jeff Tanner along with
behavior scientist George W. Dudley,
cited research that found 51%
of salespeople stretch the truth
but insisted it isn't typical
of the profession. People think
all salespeople exaggerate,”
Dudley said, “but that’s
a myth that has little to do with
the modern sales profession.”
Broadcasters, consultants- even
some academics- score higher.
Dudley and Tanner write on the
"sincerity industry"
in The Hard Truth About Soft-Selling.
Read
the entire article. |
|
Behavioral
Sciences Research Press, Inc.
Sales Motivation Research
Our research has
been featured in news organizations
worldwide. Learn
more about our recent sales research.
( In Collaboration with the Center
for Professional Selling at Baylor
University) |
 |
 Sales
Test Exaggeration - LISTEN LIVE
New research that shows many potential
sales employees exaggerate their knowledge
and abilities on job application psychological
tests.
Listen
Now Online
|
|
| Psychological tests have been used
to probe and analyze salespeople for
decades. Mountains of scholarly papers
have been based on results. Management
practices altered. But according to
research presented at the Nov. 3, 2005
convention of the Society for Marketing
Advances in San Antonio, Texas, salespeople
could be psyching-out the psych tests. |
| View
the Press Release |
|
| Who leads the chase for new clients:
salesmen or saleswomen? In the recent
past, sales executives across industries
and countries presumed that salesmen
had the competitive edge when it came
to seeking new accounts. But according
to a study of 9,292 saleswomen and 20,029
salesmen across 10 nations submitted
for presentation at the November 2005
meeting of the Society for Marketing
Advances, that presumption needs to
be revised. |
| View
the Press Release |
|
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TWO
NEW STUDIES ON CALL RELUCTANCE RELEASED
Do
salespeople today have more or less call reluctance?
|
The answer is more.
Approximately 90% of the salespeople included
in the study had one or more forms of sales
call reluctance. Within this 90%, individuals
experienced an average of three forms of call
reluctance, up from an average of two types
just a few years ago. |
| View
this new study. |
|
|
IN
THE NEWS:
Psychologists Cite BSRP's Call Reluctance®
Research
SIOP featured an article about Dudley and
Goodson's pioneering call reluctance research
in "Practice Network," its publication
for members. The article, "Discovering
a New Construct," is based on a 1998
interview with Dudley and recognizes their
many years of research and original contributions
to the field. SIOP, the Society of Industrial
and Organizational Psychologists, is an organizational
affiliate (Division 14) of the American Psychological
Association. |
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| What do salespeople
want? Why do they sell? Major new eight
nation study of 40,000 salespeople reveals
motivation differs sharply by country. |
| By Dr. Jeff Tanner at Baylor University's
Center for Professional Selling and
George W. Dudley at Behavioral Sciences
Research Press. |
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View the study