- Subject index
Training Instruments in HRD and OD is an outcome of Dr Udai Pareek’s rich worldwide experience of more than 50 years with diverse organisations, HRD professionals, researchers, students and trainers. It contains a repertoire of psychological tests, questionnaires, self-evaluation tests, projective techniques and other instruments that have been used by organisations in different countries, including the Philippines, Malaysia, Indonesia, Ireland, Canada and USA. The experience from diverse users have widened the scope and application of these instruments with minor adaptations for different cultural settings. The book is an outcome of Dr Udai Pareek's rich worldwide experience of more than 50 years with diverse organisations, HRD professionals, researchers, students, and trainers. This enhanced fourth edition includes: • A range of instruments for building team effectiveness in organisations. • Added information on ‘reliability and validity’ in several instruments. Celebrating its vast readership for over two decades, the book caters to Indian HRD professionals, trainers, consultants and researchers.
Chapter 42: Sales Styles: Sales Troika
Sales Styles: Sales Troika
42.1 The Instrument and its Administration
The sales troika contains five sections representing five important issues that a salesman has to manage; these are sales goals, decision-making, anxiety management, conflict management and self-management. In each section, nine statements are given and the respondent is required to rank order them for their accuracy in describing him.
42.2 Conceptual Framework
A person's style in selling and marketing are also based on different concepts of interaction—a salesman with his customers or a sales executive with his sales force.
Blake and Mouton (1970) proposed a sales grid as the basis of understanding sales styles. The two axes of the grid are a person's concern for making a sale and concern for the customer. As in ...