Purpose – The article seeks to discuss how and why it is possible to motivate a sales force to follow the guidelines of a consistent pricing policy that promotes profitability and increases margin, and which is beneficial to both providers and consumers of products and services....

Purpose – The main purpose of this study is to investigate the effects of selling strategies on the sales performance of a company. Design/methodology/approach – This paper briefly reviews selling strategies and the sales performance literature. It investigates how selling strategies impact...

Purpose The impact of managerial coaching on frontline employee performance has received initial support in literature in recent years. However, no studies have explored if this impact should vary according to the career stage that the employee is in. If an interaction effect exists, then...