Results 11 to 20 of about 30,379 (309)
Relationship Management: a sales role, or a state of mind? An investigation of functions and attitudes across a business-to-business sales force [PDF]
, 2010 Commentators suggest that the business-to-business sales role is changing and evolving into relationship management. Previous research indicates that a relationship management role is very different from ‘traditional' sales, and that it may require a ...
Holt, Sue +2 more
core +1 more source
South African Journal of Business Management, 1999 Compensation plans that incorporate incentive schemes act as a sales force motivator. This study deals with sales force compensation plans from a management perspective, in the South African pharmaceutical industry.
Russell Abratt, Manfred Klein
doaj +1 more source
International Journal of Management and Economics, 2020 Studies have shown that issue of shared leadership is directly related to leadership style adopted in the organization, which is germane and strategic to teamwork to effectuate high business performance across industries.
Ayodele Oniku, Kehinde Mokwenyei Anita
doaj +1 more source
Jurnal Siasat Bisnis, 2015 This research aims to test 1) the influence of rewards and control to sales force ethical behavior, 2) the influence of sales force ethical behavior to role conflict, performance and job satisfaction.
Anas Hidayat, Santi Budiman
doaj +9 more sources
The changing role of sales: viewing sales as a strategic, cross-functional process [PDF]
, 2009 Purpose – Although there is substantial practitioner evidence for changes in the role and functioning of sales in the twenty-first century, there is little academic research charting new directions for the sales function in a business- to-business ...
Davies, Iain A. +3 more
core +1 more source
The Role of Optimism Toward Building a Strategic Advantage in a Sales Force
Marketing Management Journal, 2001 Understanding optimism and how to recruit and develop a sales force that has a high degree of it can be a decisive strategic advantage that every organization should strive to build. This paper defines optimism and explicates its components.
PHANI TEJ ADIDAM, RAJ SRIVASTAVA
doaj +1 more source
Yustisia, 2021 The performance of contractual obligations holds an important role in the fulfillment of sales contracts, therefore, each parties involved would done their best to complete them.
Bhuwana Fairuz Kusumawardhani
doaj +1 more source
Sales Force Size vs. Sales Force Effectiveness Striking Optimal Balance.docx
, 2023 Organizations often grapple with the delicate equilibrium between sales force size and effectiveness in pursuing sales excellence. This white paper delves into the importance of finding the right balance between these two factors.
Onkar Weginwar (16754979)
core +1 more source
Penggunaan Uji Mann-Whitney pada Analisis Pengaruh Pelatihan Wiraniaga dalam Penjualan Produk Baru
Binus Business Review, 2011 This research is conducted in PT Merapi Utama Pharma in order to determine the influence of training to the sales force in selling a new product. The methodology is Mann-Whitney Test manually using formula and table, and using Statistical Programs for ...
Teguh Sriwidadi
doaj +1 more source
Journal of Business and Social Review in Emerging Economies, 2021 Purpose: This study intends to assess the influence of self-efficacy on the ethical behavior of sales force along with the moderating effects of gender in the telecom sector at Pakistan.
Fazalur Rehman +3 more
doaj +1 more source