Results 241 to 250 of about 30,379 (309)
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.
William L Cron, Thomas W Leigh
exaly +2 more sources
The catbird seat of the sales force: How sales force integration leads to new product success [PDF]
International Journal of Research in Marketing, 2017 Spanning the boundary between the organization and external market participants, the sales force is in an advantaged position to garner unique market insights.
Sabine Kuester, Christian Homburg
exaly +2 more sources
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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.
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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.
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Perceptions of sales force automation: Differences between sales force and management
Industrial Marketing Management, 2005Abstract 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 +3 more
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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.
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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, 1975Far 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 ...
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Technology and the Sales Force
Journal of Hospital Marketing & Public Relations, 2002This 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.
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