‐being of salespeople as well as the function of the sales manager in cultivating positive, motivating and productive … emotional health in salespeople was conducted by interviewing sales professionals from diverse industries. The insight offered … that elucidates the impact of sales manager support on the emotional well‐being of salespeople and subsequently salesperson …

Zusammenfassung In diesem Beitrag wird die Kundenzufriedenheit und die Dienstleistungsqualität zur Beurteilung des …

and their salespeople. Despite the appeal of the market, the majority of theories and empirical studies of sales have been … impel outcomes and behaviors of Indian salespeople. Design/methodology/approach – A model was tested using survey data … collected from salespeople and their respective sales managers within a print media company located in India. A structural …

Purpose – This paper aims to examine the driving factors of salespeople's relational behaviors in the business to … survey. Data were collected from 224 salespeople dealing with business customers in manufacturing as well as service … industries in China. Findings – The results showed that perceived consequences, affect‐based judgment and salespeople's communal …

limitations/implications – This was the first empirical study to examine the role of AEL in a relationship selling model. AEL was … found to directly affect levels of trust, relationship quality and overall communication skills of salespeople. More … research on the role of AEL in the relationship selling process should be investigated. Practical implications – Managers that …

(OCBs) in sales force settings and the reason why salespeople should practice OCBs. In fact, in spite of the huge body of … that some specific characteristics of the selling job and related tasks make the analysis of the practice of these … salespeople engage in, and analyze the perceived consequences of such behaviors using means-end theory and the laddering technique …

control (i.e. quota). Design/methodology/approach – The sample included 279 business-to-business salespeople from across the … subsequently affect salespeople’s commitment to providing superior customer value. Originality/value – First study to empirically …

408 business-to-business salespeople. Structural equation modeling is used to test the study’s hypotheses. Findings …

Reports that concern with selection of high‐performing salespeople has a long pedigree, but the results of research … have not been encouraging. Test one composite instrument, the Caliper Profile, on a sample of 90 salespeople employed by a … predictions. There was, however, little relationship between the salespeople quantified performance against agreed sales targets …

avatars as salespeople based on credibility, homophily, attractiveness and intention to interact. Design … avatars as salespeople.  …