Chinese MBA Student Attitudes and Perceptions as They Relate to Personal Selling

In the United States entry-level sales positions are often filled by graduates from universities and colleges. However, a challenge faced by recruiters seeking these college graduates to fill sales positions has been that many college graduates have a negative perception of the role of the salesperson in today’s economy. Thus, many businesses discover that they have to overcome the biases and stereotypes held by students as they attempt to recruit exceptional individuals into sales positions. Given the growth and size of the Chinese economy, it seems that determining how Chinese students perceive the role of sales and their attitudes toward sales careers could be significant to both businesses and academics. Based on this perception a survey designed to assess the attitudes toward personal selling was administered to 182 Chinese MBA students enrolled in graduate courses conducted in the US. The findings indicate that many of the attitudes possessed by Chinese students in terms of both the positive and negative attitudes toward sales generally reflect attitudes found in studies in other nations. The research concludes with recommendations for future studies and conclusions relevant to organizations recruiting salespeople and universities that are involved in educational activities

A Comparative Analysis of Retail Store Image: Wal-Mart and Dillards

The research in this manuscript reports on analyses of retail image which compares the images of two well- known U.S. retailers. The scale used is the research is one that has been specifically designed to evaluate consumers\u27 perceptions of retailers. The results indicate that differential scale items are required to meaningfully assess different varieties of retail establishments. Specifically, the findings indicate that consumers assess retailers in a manner which seems consistent for retail store type. The study offers conclusions and insights based upon the differential items used to assess discount retailers and traditional department stores

An Experimental Analysis of the Effectiveness of Student Role-Playing in Sales Training

The following study investigated the effectiveness of roleplaying as a learning device in Personal Selling classes. A comparison of students’ two role-playing efforts revealed somewhat mixed results. Although the teacher failed to recognize significant improvement in student performance, student peers and two outside marketing professors noted more effective sales presentations in the second round. Consequently, the evidence suggests that role-playing enhances the students’ learning experience

Adaptive Selling And Sales Performance: An Empirical Examination

One of the major advantages of personal selling compared to alternative promotional methods has been described as selling's ability to adjust its messages to meet the buyer's needs.  The belief that the key to effective selling is the salesperson's ability to adapt and adjust is one that has widespread popularity.  However, like many so-called truisms, this belief has had limited empirical support in the selling literature.  The research reported in this article examines the relationship between salesperson productivity and salesperson adaptability in a field setting.  Productivity is measured by examining both salesperson and sales manager reports of a salesperson's performance.  Adaptability is assessed by using Spiro and Weitz' (1990) ADAPTS scale and by using Merrill and Reid's (1981) versatility scale.  Study participants include retail salespeople, their customers, and their sales managers.  The results are consistent with prior research, which indicates that questions regarding the efficacy of adaptive selling continue to exist

Performance Appraisals: Usage, Criteria, and Observations

Performance appraisals are often described asthe job managers love to hate . A study was designed to provide sales managers with information designed to increase the benefits of engaging in the evaluation process and reduce the negative sentiments often associated with appraisals. To accomplish this objective, 214 salespeople were personally interviewed and asked to provide information regarding their perceptions of their performance appraisals. The results indicate that salespeople have positive perceptions regarding the appraisal process. Findings also indicate that while salespeople are oftenevaluated at least twice annually, the criteria used are not always the ones thatsalespeople view as being the most appropriate. The conclusions derived from the analysis may provide insight to sales managers as they attempt to develop and implement appraisal processes that are viewed as being valid and as they attempt to enhance the benefits that may be obtained from engaging in this process