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| News releases of BSRP background information and
noted research...Click on any title to read. |
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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
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| 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. |
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| 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 |
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| 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 |
| 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. |
View
the study |
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Media
Archives
2004 BSRP
Chairman to Speak in Australia
Women: Bosses
from Hell?
Career Women:
Their Own Worst Enemies?
Win, Place, or Show:
How to Find First-Place Salespeople
Book release information:
The Psychology of Sales Call Reluctance®
About the Authors:
George W. Dudley and Shannon L. Goodson
For more
information and interview availability, contact
BSRP.
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