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...

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,...

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...

When it comes to thinking about sales leadership these days, most executives just don't get it. Chief sales officers - and even chief executive officers, who recognize that the sales organization drives top-line growth - often have an incomplete notion of the CSO's job. Sure, they understand...

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...

What makes the salesmen tick and make them boldly go where no salesmen have gone before? (And make huge profit from it.) Can we classify without mistake the salesmen in different categories? Can we develop a matrix were we can put in the variables and in the end we will have the solution to...

Purpose – Although salesperson motivation has been widely researched within the USA, the purpose of this paper is to examine similarities and differences in salesperson motivation in different countries and cultures. Design/methodology/approach – Hypotheses of differences in motivation...

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...

A great deal has been written recently in the practitioner press about the strategic importance and usage of social media. However, as practitioners only release limited information about the internal advantages such a tool provides, research in this emerging field remains extremely limited...