Results 231 to 240 of about 2,439,592 (297)

Research on the spatial spillover effect and heterogeneity of new agricultural productive forces on agricultural carbon emissions. [PDF]

Sci Rep
Pu X, Liu Y, Liu P.
europepmc   +1 more source

The Strategic Role of the Sales Force: Perceptions of Senior Sales Executives [PDF]

Journal of the Academy of Marketing Science, 2014
Current models of sales force strategy imply formidable information processing demands, which leads us to take a cognitive approach to studying the issue of sales force strategy.
Thomas W Leigh, William L Cron
exaly   +3 more sources

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Pricing and the Sales Force

2015
Part I: Introduction 1. Introduction (Andreas Hinterhuber and Stephan M. Liozu) Part II: Building Key Capabilities 2. Value Quantification-The next challenge for B2B selling (Andreas Hinterhuber) 3. Interview with an Expert: Mr. Todd Snelgrove Chief Value Officer, SKF (Todd Snelgrove) 4. Shedding the Commodity Mind-Set (John E.
Hinterhuber, A., Liozu S.
openaire   +1 more source

Perceptions of sales force automation: Differences between sales force and management

Industrial Marketing Management, 2005
Abstract Differences between management and salespeople in their perceptions of a new technology can affect the acceptance and implementation of that technology. For sales force automation (SFA) systems, the differences in the perceptions held by management and salespeople toward the SFA can affect the successful adoption and implementation of the ...
Stephan F. Gohmann, Jian Guan, Robert M. Barker, David J. Faulds   +3 more
openaire   +1 more source

Sales Force Specialization

Journal of the Academy of Marketing Science, 1975
The decision whether to specialize a general-line sales force is important for firms attempting to sell a broad range of products in diffuse market segments. Many Canadian firms, particularly those affiliated with large U.S. manufacturers, find themselves in this situation. The substantive issues which influence this decision are first examined.
openaire   +1 more source

Strategies for sales force management

Journal of the Academy of Marketing Science, 1975
Far too few companies with a personal selling force utilize a scientific framework to aid in solving their tactical selling problems. While this approach is used somewhat in other functional areas of the business, personal selling is by-passed. The purpose of this article is to investigate the major decision-making areas a sales manager must act upon ...
openaire   +1 more source

Technology and the Sales Force

Journal of Hospital Marketing & Public Relations, 2002
This paper explores the application of sales force technology by Amach, Inc. a Detroit based medical device firm. Sales force technology represents a variety of dynamic tools that can help the sales force. While these tools cannot replace the salesperson and generate deals from customers, they can enhance efficiency and effectiveness levels.
openaire   +2 more sources

Technology and the Sales Force

Industrial Marketing Management, 2001
Abstract Sales force automation systems are fast becoming a marketplace reality. Implementation of these systems represents a significant change for many organizations, often presenting difficult challenges for managers. This paper proposes several factors relating to sales force acceptance of automation.
Amy J. Morgan, Scott A. Inks
openaire   +1 more source

Organization and the Sales Force

2020
A sales person has to have many qualities in order to become an ace salesperson. Communication skills and inter-personal skills are absolutely necessary for a sales person to succeed in the marketplace. He also has to have coordination skills and the ideal condition would be to develop leadership skills as well.
openaire   +1 more source