A Study of Behavioral Techniques for Sales Performance Improvement

A Study of Behavioral Techniques for Sales Performance Improvement


Marketed By :  LAP LAMBERT Academic Publishing   Sold By :  Kamal Books International  
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  • Product Description

Sales can be complex. The current research attempted to examine alternative techniques to traditional sales formats and training by implementing a behavior-based approach to improving sales performance. The study examined how implementation of rewards and reinforcement can be modified to improve target behaviors. In addition, behavioral techniques were utilized in training that consisted of seminars relating to: antecedents, behaviors, and consequences of both client and participant; positive, immediate, and certain consequences of behaviors; discriminative stimulus and overcoming objections vs buying questions; and verbal and non-verbal behavior. The results suggest that modifying target behaviors with a behavior-based sales training package can increase target behaviors and improve sales performance.

Product Specifications
SKU :COC35523
Country of ManufactureIndia
Product BrandLAP LAMBERT Academic Publishing
Product Packaging InfoBox
In The Box1 Piece
Product First Available On ClickOnCare.com2015-07-31
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