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Continuous techno-training and business-to-business salesperson success : how boosting techno-efficacy enhances sales effort and performance
Rayburn, Steven W.; Badrinarayanan, Vishag; Anderson, … - In: Journal of business research : JBR 133 (2021), pp. 66-78
Persistent link: https://www.econbiz.de/10012590168
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Sales force incentives at service sales corporation
Rana, Arif Iqbal; Mumtaz, Mohammad Kamran - In: Asian journal of management cases : AJMC 14 (2017) 2, pp. 160-175
Persistent link: https://www.econbiz.de/10011790806
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Sales contest research : business and individual differences factors affecting intentions to pursue contest goals
Murphy, William H.; Dacin, Peter A. - In: Industrial marketing management : the international … 38 (2009) 1, pp. 109-118
Persistent link: https://www.econbiz.de/10003810428
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Motivating the industrial sales force in the sales forecasting process
Byrne, Teresa M. McCarthy; Moon, Mark A.; Mentzer, John T. - In: Industrial marketing management : the international … 40 (2011) 1, pp. 128-138
Persistent link: https://www.econbiz.de/10008907882
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Dealer hoarding, sales push and seed returns : characterizing the interdependency between dealer incentives and salesforce management
Gonçalves, Paulo - 2008
their seeds. However, when pressured to meet sales targets late in the sales cycle, salespeople abandon time-consuming seed … incentives to dealers solve the dealer hoarding problem, they do not address pressured salespeople's inadequate effort allocation … salespeople, they also lead to higher seed returns. By understanding the causes of seed returns, our research informs us about the …
Persistent link: https://www.econbiz.de/10003948605
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Das 15-Minuten-Zielgespräch : wie Sie Ihre Verkäufer zu Spitzenleistungen bringen
Herndl, Karl - 2008 - 1. Aufl.
Persistent link: https://www.econbiz.de/10003646592
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Das 15-Minuten-Zielgespräch : Wie Sie Ihre Verkäufer zu Spitzenleistungen bringen
Herndl, Karl - 2008
Führungsgespräche im Vertrieb sind unverzichtbar, kosten aber meist zu viel Zeit. Doch es geht auch anders. Karl Herndl …
Persistent link: https://www.econbiz.de/10014015190
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Delegating slotting allowance authority to the sales force
Rowe, William J.; Skinner, Steven J. - In: Industrial marketing management : the international … 57 (2016), pp. 159-165
Persistent link: https://www.econbiz.de/10011549591
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Systems-savvy selling, interpersonal identification with customers, and the sales manager’s motivational paradox : a constructivist grounded theory approach
St. Clair, Donald P.; Hunter, Gary K.; Cola, Philip A.; … - In: The journal of personal selling & sales management : JPSSM 38 (2018) 4, pp. 391-412
Persistent link: https://www.econbiz.de/10011976240
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Effects of motivating to sustain commitment of the sales professionals
Guha, Sayanjit - In: Journal of marketing and consumer behaviour in emerging … (2016) 2, pp. 58-74
Motivation is an important tool which can have a significant impact to improve the performance of employees in any organization and in the current competitive world, employees' commitment is crucial in achieving the organizational goals. The current research is aimed at examining the role played...
Persistent link: https://www.econbiz.de/10012116778