Results 281 to 290 of about 12,143,329 (350)
Some of the next articles are maybe not open access.
Journal of Business and Psychology, 1996
This study investigated the relative effectiveness of several types of predictors of sales performance in a human resource consulting firm. These predictors included scores on an assessment center, a structured interview, a test of technical knowledge, and a simulated sales presentation.
Burroughs, Wayne A., White, Liesl L.
openaire +2 more sources
This study investigated the relative effectiveness of several types of predictors of sales performance in a human resource consulting firm. These predictors included scores on an assessment center, a structured interview, a test of technical knowledge, and a simulated sales presentation.
Burroughs, Wayne A., White, Liesl L.
openaire +2 more sources
Personality and Sales Performance
22nd Annual European Real Estate Society Conference, 2015Research in psychology and behavioral studies have shown that integrity validation by way of meta-analysis is important in predicting job performance and counterproductive job behaviors (Deniz, Chockalingam and Schmidt, 1993). Dependability testing for personnel selection is also routinely carried out by financial institutions and government agencies ...
Yuen Chow, Seow Ong
openaire +1 more source
, 2020
Online business-to-business (B2B) help businesspeople to obtain heterogeneous work-related knowledge, develop social ties, and bring in business beyond the constraints of offline local contexts.
Yin Zhang, Baozhou Lu, Haidong Zheng
semanticscholar +1 more source
Online business-to-business (B2B) help businesspeople to obtain heterogeneous work-related knowledge, develop social ties, and bring in business beyond the constraints of offline local contexts.
Yin Zhang, Baozhou Lu, Haidong Zheng
semanticscholar +1 more source
, 2020
By distinguishing customer-oriented behaviors into functional and relational ones, this study reveals how different combinations of sales control systems (namely activity control, outcome control, and capability control) affect a salesperson's distinct ...
Zhimei Zang +3 more
semanticscholar +1 more source
By distinguishing customer-oriented behaviors into functional and relational ones, this study reveals how different combinations of sales control systems (namely activity control, outcome control, and capability control) affect a salesperson's distinct ...
Zhimei Zang +3 more
semanticscholar +1 more source
Platform-Based Function Repertoire, Reputation, and Sales Performance of E-Marketplace Sellers
MIS Q., 2019In today’s emerging and competitive e-marketplaces, sellers must take competitive action to improve their sales performance. E-marketplace platform operators offer sellers a portfolio of platform-based functions that are intended to enhance ...
Huifang Li +3 more
semanticscholar +1 more source
Linking improvisational behavior, adaptive selling behavior and sales performance
, 2020PurposeThis research examined the relationships between improvisational behavior, adaptive selling behavior and sales performance of direct sellers in Thailand.
Peerayuth Charoensukmongkol +1 more
semanticscholar +1 more source
The Effects of Quota Frequency: Sales Performance and Product Focus
Management Sciences, 2020This study investigates the comprehensive and multidimensional effects of quota (goal) frequency on sales force performance. The study provides a theory of salespeople’s behavior—aggregate effort and the product-type focus—in response to the temporal ...
Doug J. Chung +2 more
semanticscholar +1 more source
Sales-force performance analytics and optimization
IBM Journal of Research and Development, 2012We describe a quantitative analytics and optimization methodology designed to improve the efficiency and productivity of the IBM global sales force. This methodology is implemented and deployed via three company-wide initiatives, namely the Growth and Performance (GAP) program, the Territory Optimization Program (TOP), and the Coverage Optimization ...
Moritz Baier +8 more
openaire +1 more source
, 2020
The impact of product variety decisions on fill rate, inventory and sales performance in a consumer goods company has been examined. From a marketing perspective, it is possible to leverage sales, reach new segments and consequently increase ...
V. Santos +2 more
semanticscholar +1 more source
The impact of product variety decisions on fill rate, inventory and sales performance in a consumer goods company has been examined. From a marketing perspective, it is possible to leverage sales, reach new segments and consequently increase ...
V. Santos +2 more
semanticscholar +1 more source
Sales Technology Orientation, Information Effectiveness, and Sales Performance
Journal of Personal Selling & Sales Management, 2006Sales managers need a practical means for evaluating returns from investments in sales technology implementations (including sales automation and sales-based customer relationship management systems). This research proposes a behavioral process model approach that can be applied to evaluate sales technology implementations.
Gary K. Hunter, William D. Perreault
openaire +1 more source