Sales Transaction Outcome Research Study
Research Overview and Consent Form:
I am conducting a sales research study in order to better understand the reasons for, as well as the impact of, a lost sale.
You are invited to take part in this project. If you decide to participate, please complete the following questionnaire. It should take less than 10 minutes to finish.
Participation in this project is voluntary (you can turn off your browser at any time). Upon completion of the project, a summary and discussion of the results will be available. To protect your interests here, only group results will be made available. Please do not put your name or any other identifiying information in your answers.
Thank you very much for your involvement. If you want to know more about this research project or to request a summary of the results, please call me at 419-530-4737 or send me an email at [email protected].
Please start with the survey now by clicking on the Continue button below.
Sincerely,
Michael L. Mallin, Ph.D.
Department of Marketing and International Buisiness
The University of Toledo
Think about your most recent sales transaction that resulted in a "loss." For the purpose of this survey a "loss" is defined as a sales opportunity that you bid on and did not win. Use the same (most recent) sales loss to respond to each of the statements. Read each statement carefully and indicate the degree to which you agree. Use the scale below to select your answer. Please answer all questions.
1=Strongly Disagree
2=Disagree
3=Somewhat Disagree
4=Somewhat Agree
5=Agree
6=Strongly Agree
I really had expected to win this sale.
I was surprised that I lost this sale.
I had really thought that the outcome of this sale would be different.
This particular loss made/will make it difficult to achieve my personal sales goals (i.e., sales awards, top ranking, etc).
Please continue to use the following scale:
1=Strongly Disagree
2=Disagree
3=Somewhat Disagree
4=Somewhat Agree
5=Agree
6=Strongly Agree
This particular loss made/will make it difficult to achieve my career goals (i.e., promotions, advancement, etc).
This particular loss made/will make it difficult to achieve my personal financial goals (i.e., commission, bonus, raises, etc).
I lost this sale because I didn't work hard enough.
I lost this sale because I need more skill and knowledge to be successful.
This type of sales call is difficult for everyone.
Please continue to use the following scale:
1=Strongly Disagree
2=Disagree
3=Somewhat Disagree
4=Somewhat Agree
5=Agree
6=Strongly Agree
I used the wrong selling strategy for this type of selling situation.
This situation was just an unlucky one.
My company did not have the right product or service to meet this customer's needs.
I didn't put in the necessary time to make this sale.
I lost this sale because I need to improve my skills to be successful.
Everyone finds this to be a tough selling situation.
Please continue to use the following scale:
1=Strongly Disagree
2=Disagree
3=Somewhat Disagree
4=Somewhat Agree
5=Agree
6=Strongly Agree
I picked the wrong strategy for this type of client.
I lost this sale because it was just an unlucky break.
My company did not provide me with the right offer needed to win the business.
I didn't put forth the effort needed to make this sale.
I lost this sale because I need to increase my knowledge in order to be successful.
This was a difficult selling situation.
Please continue to use the following scale:
1=Strongly Disagree
2=Disagree
3=Somewhat Disagree
4=Somewhat Agree
5=Agree
6=Strongly Agree
My sales strategy was incorrect for this type of client.
I lost this sale because it was just bad luck.
The customer needed a product or service that was unavailable.
How significant was this loss to you? (Choose one of the following)
Please continue to use the following scale:
1=Strongly Disagree
2=Disagree
3=Somewhat Disagree
4=Somewhat Agree
5=Agree
6=Strongly Agree
Overall, I am confident in my ability to perform my job well.
I feel that I am very capable at the task of selling.
I feel that I have the capabilities to successfully perform this job.
What happens is my own doing.
Getting people to do the right things depends upon ability not luck.
When I make plans, I am certain I can make them work.
When I perform well, I know it's because of my own desire to achieve.
I sell because of the feeling of performing a useful service.
I don't need a reason to sell; I sell because I want to.
I enjoy working in situations involving competition with others.
It is important for me to perform better than others.
I try harder when I am in competition with other people.
Comparing yourself to all other salespeople in your organization doing work similar to yours, please use the following scale to best rate your performance.
1=Bottom 10%
2=Lower 25%
3=Lower-Middle 40%
4=Upper-Middle 40%
5=Upper 25%
6=Top 10%
How do you rate yourself in terms of the quantity or volume of sales you achieve?
How do you rate yourself in terms of your ability to reach your quota?
How do you rate yourself in terms of the quality of customer relations you provide?
How do you rate yourself in terms of your ability to manage your time, planning activities, and expenses?
How do you rate yourself in terms of your knowledge of your products, company, competitor's products, and customer's needs?
Please fill in the following information:
Approximately what percentage of your cash compensation comes from fixed salary? (Fill in a number between 0 and 100) How many years of experience do you have selling to this account? How many years of experience do you have selling for your current company? How many years of experience do you have selling within this industry? How many years of total selling experience do you have? Is this your business (i.e., are you an entrepreneur)? What is the highest level of education you have completed? Are your customers (check all that apply): How would you classify the industry for the products/services that you sell (check all that apply): Please briefly describe the sales loss you were thinking about when completing this survey (e.g., what were you selling, size of loss, loss to a competitor, etc.) |
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