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| 0:00:22 | adjustments for professional sales at the university of toledo |
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| 0:00:25 | we have a unique opportunity to follow our students after they graduate in a big |
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| 0:00:29 | on their careers as professional salespeople |
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| 0:00:32 | we see that with it first year or so entering the workforce consisted the seems |
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| 0:00:38 | to merge and that they report feeling of the disadvantage in sign to customers who |
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| 0:00:42 | are as much as two generations older than themselves |
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| 0:00:46 | so we decided to study this phenomenon which we refer to as intergenerational relationship selling |
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| 0:00:52 | are research questions centred around one of the millennium generation of salespeople would be ages |
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| 0:00:57 | ranging from twenty two to twenty nine |
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| 0:00:59 | experience challenges building relationships with buyers who are older in a so what strategies the |
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| 0:01:04 | used to do with these challenges |
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| 0:01:07 | our findings both confirmed what we expected based on theory and surprise assessed how brazilian |
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| 0:01:12 | and optimistic this group of salespeople were when faced with intergenerational relationship selling obstacles |
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| 0:01:19 | that's all account |
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| 0:01:20 | first i two that the last years of a complete you think they're all and |
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| 0:01:26 | variations of age |
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| 0:01:29 | when it comes to you how they are used you first choice for someone software |
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| 0:01:37 | capable calculator there are different classes than using a year when i recall task from |
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| 0:01:45 | so by nature of their age relative to the generations proceeding down |
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| 0:01:49 | this generation of twenty somethings tend to be more connected using social media and prefer |
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| 0:01:54 | to communicate online versus face to face |
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| 0:01:58 | in the workplace they're very ambitious goal oriented and job changing is considered commonplace |
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| 0:02:04 | so it was necessary to conduct this research in the context of comparing groups that |
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| 0:02:09 | need to interact to work together are dissimilar |
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| 0:02:13 | so when looking for theoretical framework to build this research around we found that social |
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| 0:02:18 | identity theory was a very good fit |
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| 0:02:21 | the premise behind this theory is that individual place themselves and categories are groups which |
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| 0:02:26 | they can compare other categories are groups based on the common attribute |
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| 0:02:31 | a just one factor they can be use one starts you so i duration t |
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| 0:02:44 | v just and so we can just one tract |
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| 0:02:50 | you know chinese things i have so it's really overcoming their misconceptions trying nothing so |
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| 0:03:03 | according to theory salespeople should be able to form interpersonal relationships of buyers |
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| 0:03:08 | that are somewhat of them an age group due to similarities in interest experiences and |
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| 0:03:12 | al |
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| 0:03:14 | buyers that are from an older age group are expected to create interpersonal barriers that |
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| 0:03:18 | may cause are millennial salespeople to fill challenge screwed nice and even rejected |
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| 0:03:25 | another aspect of social identity theory is that individuals we use identity management strategies |
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| 0:03:31 | to compensate for their feelings of disadvantage is due to their algorithms that are revealed |
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| 0:03:36 | a linear feels people seem to be frustrated in dissatisfied with their inability to relate |
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| 0:03:40 | older generation buyers on interpersonal level |
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| 0:03:44 | despite its challenge take a look and the company but they can sell cross generational |
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| 0:03:48 | differences knowledgeable front of a once the curve is |
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| 0:03:58 | this is your on vowel undershoot or wonder among some of the strategy is reported |
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| 0:04:07 | to increase their levels of competence in to overcome scepticism or to establish similarities credibility |
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| 0:04:13 | in dependability |
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| 0:04:15 | other things pointing towards demonstrating high-level the professional of the and eating using useful energy |
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| 0:04:20 | as an advantage |
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| 0:04:24 | first call can see |
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| 0:04:32 | you call |
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| 0:04:35 | so |
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| 0:04:36 | from zero management perspective our study draws attention to the fact |
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| 0:04:41 | the intergenerational relationship selling among millennial salespeople is in fact a real issue |
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| 0:04:47 | understanding the sales managers may wish to coaching council there are salespeople so it does |
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| 0:04:53 | not come as a surprise and shock when they are mapped with by reluctance or |
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| 0:04:56 | scepticism |
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| 0:04:58 | this also draws attention to the idea that burn should address this issue during new |
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| 0:05:02 | higher sales training |
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| 0:05:04 | this can be done using creative exercises |
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| 0:05:06 | i will place to help younger salespeople practice and prepare for sales cost with older |
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| 0:05:12 | buyers |
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