2. • Sales Management
• Title of Topic: What are the influential factors
of the selling behavior of sales professionals
Business – to – Business of LICI
• LICI
• Objective

3. • Quantitative Research
• 15 questionnaires were distributed
• Allocated time given to respondents
• Limitations: - 10 questionnaires
received
- more time needed

4. • Planning,
• Connecting with customers,
• Investigating Needs,
• Validate Needs,
• Propose Solutions,
• Demonstrate Value,
• Negotiate, and
• Close & Contacts

5. Strongly Agree
90%
Agree
10%
Building Strong relationship with
customers
0 2 4 6 8
Making articulate and
effective presentations to…
Achieving sales budget/
targets and other…
Developing new customers on
regular basis
Always ensure to retain
customers even in conflict
Providing feedback to
management about market…
Get training of new and
existing products/services…
Understanding customer
needs and work processes
Abide by company polices in
terms of acceptable expenses
Always look for expanding
territory in vertical and…
Big contributor to the sales
team and profit margin
Number of Respondents
Continual Improvement
Strongly Disagree
Disagree
Undecided
Agree
Strongly Agree

6. 0
5
10
15
20
25
30
35
40
45
Strongly Agree Agree Undecided Disagree Strongly Disagree
PercentageofSalesPersonnel
Entertain Customers

7. 0 1 2 3 4 5 6 7
Consult with customers on their problems
Help customers by giving close support in step by step method
Number of Respondents
Investigating & Providing Solutions Customer Needs
Strongly Disagree
Disagree
Undecided
Agree
Strongly Agree

8. 80%
20%
Validating Customer Needs
Strongly agree Agree

9. 0 1 2 3 4 5 6 7 8
Presentation style is adapted according to customer needs
Sell unique competencies of firms product
Train customers' & their product usage
Check customer inventory either in person or remotely
Number of Respondents
Demonstrating Value
Strongly Disagree
Disagree
Undecided
Agree
Strongly Agree

10. 0%
60%
30%
0% 10%
Product Sale Over the Phone
Strongly Agree Agree Undecided Disagree Strongly Disagree

11. Strongly agree
20%
Agree
50%
Undecided
20%
Disagree
10%
Make Calls to Close Deals

12. • Entertaining customers
• Feedback from management
upon receiving sales quotas
• Training to be provided for sales
personnel
• Pay right amount of wages e.g.
salary + commission.

13. • Sell goods to customers liking
• Sales managers need to have
excellent people, leadership
and communication skills
• Quality of products is
important