six drivers of change in romance selling and sales management

 6 individuals of difference in relationship offering and sales management Dissertation

International Diary of Organization and Management

August, 2009

Salesperson Professional Selling as well as the Effect

about Buyer and Salesperson Romantic relationship

Maznah Wan Omar

Teachers of Organization Management, Universiti Teknologi MARA

Kedah, Malaysia

Tel: 60-4-4562-550

E-mail: [email protected] uitm. edu. my

Kamaruzaman Jusoff (Corresponding author)

Office of Forest Production, Faculty of Forestry, Universiti Putra Malaysia 43400 UPM Serdang, Selangor, Malaysia

Tel: 60-3-8946-7176

E-mail: [email protected] com

Mohd Noor Mohd Ali

Department of Physics, Universiti Teknologi MARA

Pulau Pinang, Malaysia

Tel: 60-4-4243-069

E-mail: [email protected] uitm. edu. my

Abstract

Regardless of the developing importance and emphasis on relationship marketing, an entire operation of this concept remains unclear. There is also a lack of studies that explore the impact of things such as salesperson professional offering on customer loyalty. This study tries to confirm the relationship among salesperson understanding and adaptive selling. Laptop retail clients with different ethnic backgrounds had been used since respondents in this study. Participants were asked to level their assessments of buyer loyalty towards the salesperson understanding and adaptive selling expertise through a self-administered questionnaires which were written in English dialect and Kode Malaysia. Correlation analyses with Pearson's 3rd there’s r coefficient had been performed to distinguish the degree of one particular variable's location that uses up the same family member position in another variable. In addition , first analyses were carried out to make sure no infringement of the assumptions for linearity, normality, and homoscedasticity. Not any violations from the assumptions had been found. The results of inter-correlation factors of the research indicate the fact that salesperson professional selling talents which comprise of salesperson understanding and adaptive selling managed to show a powerful relationship with customer loyalty. Keywords:...

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