dyads. I develop my hypotheses in the context of a sales team selling a complex customer solution to a buying team and test …

becomes more focused on Mercedes-Benz Claremont as a dealership and its pre-owned vehicle sales department as the key …-owned and new vehicle sales.The pre-owned strategy that emerges also highlights the necessity for an e-commerce strategy to … online auction system open to traders only.The report concludes by taking a look at the new vehicle sales department. The …

Sales management researchers and practitioners give considerable attention to early employment expectations, attitudes …, more empirical study specific to the sales force as a research population is needed to assess the nature of turnover and … cognitive process of newcomers to the sales force. The present work examines expectation-based and perception-oriented models of …

The work covers theoretic aspects of sales management (selling process, customer service and relationship with loyal … customers), supplies theoretic model of organization sales management at a trading company, on the basis of which research could … of sales management organization in the company in question. The main goal of the work was to evaluate the sales …

The sales organization is uniquely distinct from other organizations within the firm. Its members bear the firm’s most … corporate level (Ouchi 1985), substantive gaps exist in our comprehension of those same factors directly within the sales … organization. In particular, the extant literature generally fails to address to these factors in the context of sales manager …

Sales force automation refers to the automation of sales activities within an organization. Depending on the context … sales force automation and its impact on business outcomes. …

retailers that has generated new sales opportunities for provision of their particular logistics needs. An index of capability … discontinuing specific capabilities. It proposes a model in which each sales transaction serves as a decision node at which a … large number of sales transactions which will drive evolution of the 3PEF at a potentially fast rate, with sales revenue as …

We are assembled today to discuss the opportunities and challenges for expanding the sales of geothermally …-generated electric power in a competitive utility market. First, however, I would like to note that growth in geothermal sales might not …