SHR — Swiss Human Resources
Research 2023-07-11 High-Value Selling Bern

Customer orientation vs selling pressure

Contact us
Read in:FrançaisDeutschItaliano
Customer orientation vs selling pressure — SHR, Bern
Customer orientation vs selling pressure — SHR, Bern

Customer orientation vs selling pressure — what studies show, and what they don't.

The research

Study: Saxe & Weitz (1982, JMR)

The limit

Single context; replicate before generalising. (our executive and employee training programmes)

Customer orientation vs selling pressure — SHR, Bern — Berne
Customer orientation vs selling pressure — SHR, Bern — Berne

Practical check in Bern

Define one measurable indicator, test for a month, compare. To go further: explore the High-Value Selling training in Bern in the canton of Bern, or browse our executive and employee training programmes in Switzerland.

In pictures: High-Value Selling in Bern

High-Value Selling training in Bern — in practice
High-Value Selling training in Bern — in practice
High-Value Selling training in Bern — hands-on workshop
High-Value Selling training in Bern — hands-on workshop
High-Value Selling training in Bern — on the ground
High-Value Selling training in Bern — on the ground

More articles on High-Value Selling

Research · Lausanne
What Predicts Sales Performance? A Meta-Analysis
Field · Sion
Intervention note: on the ground in Sion: what high-value selling truly reveals about organisations
Method · Sion
No filter: method: structuring a high-value selling initiative in Sion over 90 days
Expert view · Sion
No filter: high-Value Selling in Sion: what ten years of practice have taught us

More articles on Bern

Research · Time Management & Prioritisation
Meeting Effectiveness: What Research Tells Us
Research · Leading AI Adoption in Your Team
Adopting New Technology: The Decisive Role of the Team
Research · Decision-making
Expert Judgment or Simple Rules: What Half a Century of Research Shows
Research · AI on the Job
The “Ironies of Automation” Applied to AI at Work