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Examining the use of sales force management practices

Reid, David A.; Plank, Richard E.; Peterson, Robert M.; … - In: The journal of business & industrial marketing 32 (2017) 7, pp. 974-986

Persistent link: https://www.econbiz.de/10011773576

Determinants and antecedents of sales organization effectiveness

Razum, Andrea - In: Tržište/Market 23 (2011) 2, pp. 209-226

The fundamental objective of this paper was to identify and analyze the main antecedents of sales organization effectiveness in order to offer the guidelines for improving the standard sales practice. In addition to the customary challenges of achieving anticipated sales results, rising...

Persistent link: https://www.econbiz.de/10011007103

The moderating effect of feminist identity on transformational leadership and sales performance relationship

Cinar-Altintas, Fusun; Altintas, M. Hakan; Isin, F. Bahar; … - In: World Review of Entrepreneurship, Management and … 7 (2011) 2, pp. 192-211

The purpose of this article is to evaluate the moderating effect of perceived feminist identity of women sales managers on transformational leadership and sales performance relationships. A web-based questionnaire was used and 140 women managers replied. Three main scales were used for analysis:...

Persistent link: https://www.econbiz.de/10009353066

Sales manager training practices in small and large firms

Shepherd, C. David; Gordon, Geoffrey L.; Ridnour, Rick E.; … - In: American Journal of Business 26 (2012) 2, pp. 92-117

– First, sales manager training activities show more similarities than differences between small and large firms. Second …Purpose – The purpose of this paper is to examine practices of and differences between small and large organizations as …” and “large” organizations based on sales force size. Findings – While many similarities do exist between small and large …

Persistent link: https://www.econbiz.de/10010610935

The Americans with Disabilities Act 1990

Owens Swift, Cathy; Way, Jane P.; Wayland, Robert - In: Journal of Business & Industrial Marketing 9 (1994) 3, pp. 30-37

Explains for sales managers the provisions of the Americans with Disabilities Act 1990, which provides protection for all disabled US citizens. Provides guidelines for industrial sales managers to ensure that they conform with the new legislation, Title I of which protects the disabled from...

Persistent link: https://www.econbiz.de/10014843250

Examining the use of sales force management practices

Reid, David A.; Plank, Richard E.; Peterson, Robert M.; … - In: Journal of Business & Industrial Marketing 32 (2017) 7, pp. 974-986

several differences are evident across the 68 SMPs items gathered, especially in terms of the size of the sales force and …

Persistent link: https://www.econbiz.de/10014843760

2006 Awards for Excellence

In: European Journal of Marketing 40 (2006) 11/12

Persistent link: https://www.econbiz.de/10014723447

Antecedents of conflict in marketing's cross‐functional relationship with sales

Dawes, Philip L.; Massey, Graham R. - In: European Journal of Marketing 39 (2005) 11/12, pp. 1327-1344

level of interpersonal conflict between marketing managers and sales managers and that there were no differences across the …

Persistent link: https://www.econbiz.de/10014722293

Sales manager training practices in small and large firms

Shepherd, C. David; Gordon, Geoffrey L.; Ridnour, Rick E.; … - In: American Journal of Business 26 (2011) 2, pp. 92-117

Persistent link: https://www.econbiz.de/10014667958

Creating a coaching culture across a global sales force

Phillips, Tracy - In: Strategic HR Review 10 (2011) 4, pp. 5-10

Purpose – The aim is to explore how Microsoft Advertising built a coaching culture across its global sales manager population. Design/methodology/approach – This case study illustrates how a coaching program was delivered that allowed for the complexity within the business as well as being...

Persistent link: https://www.econbiz.de/10015015162