Author/Authors :
Kiani، Ezatollah نويسنده Department of Public Management, Shoshtar Branch, Islamic Azad University, Shoshtar, Iran , , Ramezani، Elham نويسنده Department of Business Management, Andimeshk Branch, Islamic Azad University, Andimeshk, Iran , , Enayati Shiraz، Mohammad Ali نويسنده 2,3Department of Business Management, Andimeshk Branch, Islamic Azad University, Andimeshk, Iran ,
Abstract :
To date the banks and financial institutions or private companies utilized the different and innovative ways of
banking to attract and increase investment and raise funds especially in competition together. In this research
through a causal model explain the effectiveness of the service companies. Structures of relational selling tend
to repeat contracts and a desire to continue and stable of the relationship. Structures of customer oriented selling
efforts to understand the needs and interests and are trying to respond to the needs and problems. Structures of
adaptive selling include interest and competence of employees. Manager-salesperson exchanges include
cooperation of employees and supporting managers. Structures of selling effectiveness include sales volumes
and subjective market share compared to organizational goals and compared to competitors during the previous
24 months. In this study by using descriptive statistical indicators is described each of the variables and then
tested by using causal models. The results of the analysis showed that generally there are direct relationship
between adaptive selling and selling effectiveness, relational selling with selling effectiveness. There is indirect
relationship between selling effectiveness and manager-salesperson exchanges and through adaptive selling.
There isn’t direct relationship between customer oriented and selling effectiveness.
