Results 11 to 20 of about 8,934,643 (200)
Social preferences and sales performance [PDF]
Journal of Economics & Management Strategy, 2023 AbstractWe use an incentivized experimental game to uncover heterogeneity in social preferences among salespeople in a large Austrian retail chain. Our results show that the majority of agents take the welfare of others into account but a significant fraction reveal selfish behavior.
Andrea Essl +3 more
openaire +3 more sources
Organisational capabilities for enhancing the sales quotas development process outcomes for pharmaceutical sales forces [PDF]
, 2009 The improvement of the sales quotas development process in Spanish pharmaceutical organisations is challenging as the market environment becomes dramatically complex.
Morelli, Gabriel
core +7 more sources
Jurnal Sains Pemasaran Indonesia (Indonesian Journal of Marketing Science), 2018 This study aims to analyze and examine the effect of quality marketing support, sales quality, sales force capability to salespeople performance, with the formulation of the problem of "how to improve sales force performance" on channel Direct Sales Credit Card at BNI Semarang and Yogyakarta Regional Office.
Ria Mawar Hapsari +2 more
openaire +2 more sources
Journal of Consumer Sciences, 2022 The national contribution of MSMEs in supporting economic growth did not only occur during the 1998 monetary crisis but also during the COVID-19 pandemic in Indonesia.
Nanang Wahyudin +3 more
doaj +1 more source
Five Steps in Sales and Its Skills
Annals of Business Administrative Science, 2017 This study presents detailed sales actions through continuous unstructured interviews of practitioners. The results of the study demonstrate that there are five steps in sales: 1) preparation; 2) approaching customers; 3) interview; 4) presentation; and ...
Nobuyuki INAMIZU +2 more
doaj +1 more source
The Role of Attitudes towards Sales in Predicting Sales Performance [PDF]
Suvremena psihologija, 2019 Previous research has identified numerous employee's individual differences that play a role in predicting success in sales work tasks. However, it seems that the role of attitudes towards sales and its relatedness to sales performance has not yet been investigated, which is the aim of this study.
Lučić, Lana +2 more
openaire +3 more sources
Analyzing the role of employees' individual capabilities in business sales performance with the mediating role of competitive intensity and sales behavior [PDF]
کاوشهای مدیریت بازرگانیEXTENDED ABSTRACT Introduction: The vastness of the world of competition and the effort to win in this field leads organizations to have high performance and develop competitive resources for success.
Tayebe Mohamadzade, Hosein Khaleghi
doaj +1 more source
Frontiers in Psychology, 2018 While competition has become increasingly fierce in organizations and in the broader market, the research on competition at an individual level is limited. Most existing research focuses on trait competitiveness.
Haifeng Wang, Lei Wang, Chunquan Liu
doaj +1 more source
A Framework of Critical Success Factors Affecting the Business to Business Sales Performance [PDF]
International Journal of Management, Accounting and EconomicsThe role and nature of business-to-business (B2B) sales performance has evolved since the end of the 20th century, largely due to technological, organizational, and societal changes. Nevertheless, literature has not yet been able to evolve along with it.
Mohammad Safari, Tahereh Babazadeh
doaj +1 more source
Using Emotional Labor to Increase Sales Performance; the Role of Perceived Organizational Support [PDF]
مدیریت بازرگانی, 2020 Objective The aim of this study is to investigate the effect of emotional labor on the sales performance of insurance agencies. The researchers seek to observe if employees have the ability to control and moderate their emotions and feelings in ...
Mehdi Yazdanshenas, Hamideh Khorsandi
doaj +1 more source