Research Report

Sales control systems play a critical role in directing, evaluating, and monitoring the activities of an organization's salespeople. Sales quotas, for instance ...

Due to the pervasive technique of inbound marketing and exponentially increasing consumer demand for content-driven promotions and advertising, the sales paradigm has changed. But has your selling approach changed? If not ...

Critiques of modern societies often include the loss of community due to increasingly weak connections with local places and changing modes of social interactions. Sociologists believe that ...

Does expending more effort make consumers smarter? We question the intuitive assumption that consumers will make better decisions based on the...

The information age was supposed to kill-off the role of the salesperson. Any potential buyer could go out and, with sufficient research, discover a solution that...

Consumers are faced with choices each day. Marketers try desperately to influence our decision-making process, capturing our attention and appealing to...

With the increase in the number of blogs, consumer websites, and word-of-mouth outlets available to homebuyers, consumer-generated media is attracting...

Attunement, buoyancy and clarity are the new requirements for influencing consumers in the 21st century...

Have you ever watched your clients make bad decisions that cost them tens of thousands of dollars, even though you did your best to steer them to better decisions?

Real estate agents who create strong buying routines help clients move toward successful purchases. The changing nature of information sources in residential real estate may be...

As we navigate the information overload of 21st century, we dedicate this issue of the Keller Center Research Report to current research that promises new insights for agents and...

Curtis Schroeder, MBA Candidate - Associate Editor, Keller Center Research Report Achieving extraordinary results and happiness is simple. In fact, each of our personal and professional ambitions should point back to ONE question...

Organizations must not only have the capability to accurately measure performance, but they also must be able to understand how these metrics are managed to drive revenue ...

"Success depends on building relationships with your customers!" But, do your business customers really want a relationship with you and your company?

With such a potentially large influx of younger sellers entering the workforce, there will inevitably be generational issues to contend with as they attempt to ...

LinkedIn is a powerful networking tool that can help real estate professionals build relationships and prospect for new clients ...

As minorities and immigrants are the fastest growing home-buying segment, real estate professionals must understand and learn how to leverage ...

In sales, retailing, or service businesses, employees' performance during personal encounters is the most influential driver of customer satisfaction ...

Questions are a part of our everyday life and we can often overlook the importance and power of questions we ask. This is often because the person being asked...

In November 2009, The New Zealand Government introduced the Real Estate Agents Act 2008. This new act replaced the Real Estate Agents Act 1976. The main purpose of...

Today, the smartphone is central to the lives of most consumers regardless of age, gender or education level. In fact, many consumers cannot seem to live apart from...

In a recent issue of the Journal of Personal Selling and Sales Management, four scholars report on a research initiative involving sales practitioners in the United States and the United Kingdom. Exploring the role of technology and social media in the selling process, the authors identify six major themes of interest to the academic community: connectivity, relationships, selling tools, generational, global, and sales/marketing interface.

The Bureau of Labor Statistics reports that the major components of spending - food, housing apparel and services, transportation, health care, entertainment, and...

In the first decade of the 21st century, a profound shift has occurred in the way people shop for real estate. Unlike past generations, this new generation of consumers...

According to the National Association of Realtors ®, existing U.S. home sales in December 2012 were well above the level recorded for the previous year...

In The Art of the Sale, author Phillip Delves Broughton conveys the primary role that sales plays in business and in life. As a graduate student at Harvard Business School ...

Finding and retaining high performing salespeople continues to be the #1 challenge for most sales organizations. Organizational commitment has garnered considerable ...

Whether in retail sales, business-to-business sales, or home sales, conventional wisdom suggests "the customer is always right." Identifying and meeting customer needs is also ...

Promotion and lead generation are two essential functions for a successful real estate agent. However, many agents lack the time and financial resources to promote ...

Productivity, as it applies to sales organizations, is not uniformly defined. Simply put, productivity is maximizing sales results (output) by minimizing resources expended ...

Have you ever wondered how Pandora processes your musical preferences and recommends other music you might like? Or how Amazon finds and suggests the exact ...

Think about the last time you purchased a book or selected a movie to see. How did you go about it? The chances are that your decision was influenced by what someone else ...

Long-term customer relationships are the building blocks of a firm's success. Practitioners and researchers have long recognized the positive effects of close customer ...

Deeply embedded in real estate agent training and development literature is the directive to be constantly engaged in lead-generation activities. Lead-generation is an essential ...

In his book 100MPH Marketing for Real Estate, author and real estate veteran, Mitch Ribak, details the formula for Internet marketing success in a no-frills approach that ...

The sales environment is rapidly changing. The real estate sales environment is also becoming more complex and competitive, and is being driven by a rising number of...

Service is a critical factor to business success now more than ever (Bettencourt forthcoming). Research shows that improved service drives customer loyalty and ...

Imagine the 60-foot-long boat of the U.S. women's national rowing team cutting across a crystal-clear lake in a heated 2,000-meter race. As the team synchronously rows their ...

As the sales process has gradually evolved from a transaction-driven model to a relationship-driven and collaborative approach, the underlying methods driving ...

To be successful in today's challenging economic conditions creates significant pressure on salespeople's ethical behavior. Moral judgment, a precursor to ethical behavior ...

Today's customers are savvier than ever before, largely thanks to growing accessibility to information through technology. Selling to these customers has become a challenging ...

Many sales organizations focus on measuring or tracking outputs or results with less emphasis on inputs, which is akin to telling a football team to stop the opponent from scoring without working on essential defensive skills such as tackling and pass coverage.

With banks applying stricter guidelines to conventional real estate mortgages, many buyers have found it difficult to qualify for home loans. It is estimated that forty percent ...

In many service provider-customer or seller-buyer contexts, it has been assumed that the service provider or seller must exhibit a positive attitude towards customers, and may...

Pinterest has all the elements for a right brain, visual thinker. Images, pin boards, minimal word content and high quality visuals that makes staying on the site feel like you are ...

Buying a house is a complex and involving process. The process is much more significant than just deciding on a location, a space, and a set of features. The home purchase ...

Loyal staff, engaged clients, impressive brand recognition; these are adjectives that managers and leaders hope to ascribe to their business. In his book ...

In real estate, as well as other sales-related jobs, creating strong partnerships between buyers and sellers is one of the keys to business success. Understanding the types ...

We are inviting you to participate in a study concerning how real estate professionals help home buyers navigate the process of buying homes.

Both buyers and sellers desire win-win outcomes; however, most salespeople have a natural bent toward win-lose thinking. Our culture has too often indoctrinated ...