Science and Selling

Brought to you by Behavioral Sciences Research Press in cooperation with the Center for Professional Selling at Baylor University

Hankamer School of Business at Baylor University

Scholar-Reporters

Larry Chonko:
General Sales and Sales Management
Baylor University

Jeff Tanner:
General Sales and Sales Management
Baylor University

Bill Weeks:
Sales and Sales Management
Baylor University

Clive Fletcher:
Covering Europe
Personal Assessment and University of London

Rowan Kennedy:
Covering Pacifica
Monash University, Melbourne, Australia

Earl Honeycutt:
Covering Asia

Science and Selling features leading scholars and experts to keep you up-to-date on breaking news you can use from the world of research. Our non-commercial format helps guarantee that you’re getting the straightforward information you need to help you sell more and manage better.

Each day, business professionals are swamped with new information, much of it useless. Trying to keep up with what’s really important (and what’s not)- is frustrating and time-consuming.

Science and Selling’s non-commercial radio format presents the timely, performance-shaping information you need and warns you about the unproven hype you don’t. It features world-class scholars reporting the information you need to stay one step ahead of your competitors.

Current Feature

New Research on Sales Compensation Programs and the Sales Force.
with Baylor University's Jeff Tanner Listen

Did You Know…

	A popular research conclusion gurus love to cite about how little verbally presented material people actually retain (interpretation: “lecture”) is probably based on an urban myth.
	Another much quoted study cited by gurus about the value of goal setting probably doesn’t even exist.
	A very famous study from the 1950’s which is still used by gurus today to sell performance- boosting programs, was never actually done, and the author later confessed it was all a lie.

Upcoming features include:

	Do sales incentive programs work?
	The Lone Wolf: Psychologists may call them “difficult people” but you might recognize them as your best producer.
	“70%, 80%, 90% Accurate!”, or are they? Some sales selection tests claim extreme accuracy at picking winners from losers. But can they? What’s the consensus among scholars?
	What really motivates salespeople to sell: Comparing U.S. salespeople with their counterparts in other countries.
	What do salespeople consider the most important element to success?

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