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adjustments for professional sales at the university of toledo

we have a unique opportunity to follow our students after they graduate in a big

on their careers as professional salespeople

we see that with it first year or so entering the workforce consisted the seems

to merge and that they report feeling of the disadvantage in sign to customers who

are as much as two generations older than themselves

so we decided to study this phenomenon which we refer to as intergenerational relationship selling

are research questions centred around one of the millennium generation of salespeople would be ages

ranging from twenty two to twenty nine

experience challenges building relationships with buyers who are older in a so what strategies the

used to do with these challenges

our findings both confirmed what we expected based on theory and surprise assessed how brazilian

and optimistic this group of salespeople were when faced with intergenerational relationship selling obstacles

that's all account

first i two that the last years of a complete you think they're all and

variations of age

when it comes to you how they are used you first choice for someone software

capable calculator there are different classes than using a year when i recall task from

so by nature of their age relative to the generations proceeding down

this generation of twenty somethings tend to be more connected using social media and prefer

to communicate online versus face to face

in the workplace they're very ambitious goal oriented and job changing is considered commonplace

so it was necessary to conduct this research in the context of comparing groups that

need to interact to work together are dissimilar

so when looking for theoretical framework to build this research around we found that social

identity theory was a very good fit

the premise behind this theory is that individual place themselves and categories are groups which

they can compare other categories are groups based on the common attribute

a just one factor they can be use one starts you so i duration t

v just and so we can just one tract

you know chinese things i have so it's really overcoming their misconceptions trying nothing so

according to theory salespeople should be able to form interpersonal relationships of buyers

that are somewhat of them an age group due to similarities in interest experiences and

al

buyers that are from an older age group are expected to create interpersonal barriers that

may cause are millennial salespeople to fill challenge screwed nice and even rejected

another aspect of social identity theory is that individuals we use identity management strategies

to compensate for their feelings of disadvantage is due to their algorithms that are revealed

a linear feels people seem to be frustrated in dissatisfied with their inability to relate

older generation buyers on interpersonal level

despite its challenge take a look and the company but they can sell cross generational

differences knowledgeable front of a once the curve is

this is your on vowel undershoot or wonder among some of the strategy is reported

to increase their levels of competence in to overcome scepticism or to establish similarities credibility

in dependability

other things pointing towards demonstrating high-level the professional of the and eating using useful energy

as an advantage

first call can see

you call

so

from zero management perspective our study draws attention to the fact

the intergenerational relationship selling among millennial salespeople is in fact a real issue

understanding the sales managers may wish to coaching council there are salespeople so it does

not come as a surprise and shock when they are mapped with by reluctance or

scepticism

this also draws attention to the idea that burn should address this issue during new

higher sales training

this can be done using creative exercises

i will place to help younger salespeople practice and prepare for sales cost with older

buyers