Purpose Employee engagement literature pertaining to professional salespeople has revealed several antecedents and … mentoring opportunities and competitive rewards from the start of Gen Z salespeople’s employment. Originality/value This …

by service people could be insufficient. Hence, by using the life insurance salespeople in Taiwan as an example, the … size and social consensus. Originality/value – The duties of insurance salespeople include helping customers settle … insurance claims. However, insurance salespeople's tolerance of customer claim frauds is less mentioned in the insurance …

In today’s rapidly changing sales environment, successful salespeople must acquire skills that give them a competitive … offered as one critical skill that will allow salespeople to guide their behavior and think in ways that can enhance their …

specialists who do not directly sell, called servicers, is examined and it is found that salespeople perceive less cross …‐sell additional goods and/or services to customers, called cross‐sellers, is evaluated and it is found that salespeople perceive more … informal, were examined. Practical implications – The results indicate that salespeople view the performance of each type of …

competitive marketplace where buyers can avoid salespeople, the focus of a sales interaction should be on identifying customer …

- Examples -- Review and Plan Meeting Tips -- Chapter 5: Goal‐Setting Meetings -- Why Salespeople Miss Expectations. …

excellenceContains conflict resolution strategies, including how to effectively work out differences within a team, between work units …

This book looks at various methods for recruiting salespeople, from the traditional to the radical, and shows you how …