Based on a very rich literature regarding the requirements for successfully selling in nowadays conditions, the present paper brings into discussion what might become a new concept, relevant for better understanding the role that salespeople are expected to play: the concept of...

Technology has changed company activity. It has equipped companies with elements which give them better and greater knowledge of their target audiences and clients. Within the commercial scope of organizations, it is important to understand which factors explain the use of technology. In this...

Managing through projects has become important for generating new knowledge to cope with technological and market discontinuities. This paper examines how the fit between the creation of technological and market knowledge and important project management characteristics, i.e. project autonomy...

This article investigates the use and the satisfaction derived from e-learning training by sales representatives of commercial banks in France. The research carried out among these representatives concerns a banking training scheme which was followed from

The fast track to employment and the primary road to hiring, learning or traineeship (taken to mean a system of learning or traineeship that alternates periods of theoretical training at the University with practical training in the company) is continuing to grow. Despite its development and its...

Previous research on marketing budget decisions has shown that profit improvement from better allocation across products or regions is much higher than from improving the overall budget. However, despite its high managerial relevance, contributions by marketing scholars are rare. In this paper,...

The organisations, like all living organisms, have a lifecycle and undergo very predictable and repetitive patterns of behaviour as they grow and develop. Although companies devote considerable time and money to managing their sales forces, few focus much on how the sale forces needs to change...

Should you set up your own sales force or should you outsouce it? The standard analysis uses a cost basis to answer this question. It assumes that the direct sales force is largely a fixed cost and that the outsourced sales force is largely a cost that varies with sales. It then calculates the...

(VF)Cet article analyse le contrôle des forces de vente comme déterminant de leur performance. Trois stratégies de différenciation sont mobilisées en tant que facteurs explicatifs du contrôle et de la performance des vendeurs. Les résultats obtenus auprès d'un échantillon de 182...