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Methodology - Coggle Diagram
Methodology
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Methods
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Research Design
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There would be incentive for anyone who completes a survey which will be a Visa Gift Cards via digitally if they signup.
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Population
Major League Baseball
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Executives
SVP, Corporate Sponsorship
VP, Corporate Sponsorship
EVP, Corporate Sponsorship
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Major League Soccer
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Executives
SVP, Corporate Sponsorship
VP, Corporate Sponsorship
EVP, Corporate Sponsorship
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National Football League
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Executives
SVP, Corporate Sponsorship
VP, Corporate Sponsorship
EVP, Corporate Sponsorship
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National Hockey League
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Executives
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SVP, Corporate Sponsorship
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EVP, Corporate Sponsorship
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VP, Corporate Sponsorship
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Importance
From an academic standpoint, this research can transcend into multiple disciplines: marketing, sales, management, sports management and business strategy. The data of sports professionals could make the research more interesting for people to pay attention.
From a practitioner’s standpoint, this research could be a guide for organizations to hire and train salespeople and assist with their internal processes of closing higher yield deals faster. Also, this research can transcend multiple industries.
From a teaching standpoint, the research can be used to teach both undergraduate and graduate students on the necessary skills to be successful at closing sales faster. Areas of concentration could be sports management, marketing and management.
Research Questions
RQ2
What specific characteristics of a salesperson do sales professionals and executives perceive to be the most useful during each stage of the sales cycle within the professional sports industry?
H2c
Listening Skills (IV) are positively related to the analysis & qualifying time of the sales cycle (DV)
H2d
Knowledge Skills (IV) are positively related to the information sharing time of the sales cycle (DV)
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RQ1
How do sales professionals and executives perceive that organizations can improve their sales cycle within the professional sports industry?
H1b
Improving the Organization’s Internal Processes (IV) is positively related to be improving an organizations’ sales cycle (DV)
H1c
Recruiting Salespeople with the right skills set and improving the organization’s internal process (MV) are positively related to be improving an organizations’ sales cycle (DV)
H1a
Recruiting Salespeople with the right skills set (IV) is positively related to be improving an organizations’ sales cycle (DV)
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