Emotional intelligence, personality and sales performance [PDF]
In this study, salespersons in a telecommunications company were tested for emotional intelligence (EI), additional dimensions of work motivation and personality, and work performance. It was found that EI was related as expected to other variables, most
Littorin, Patrick, Sjöberg, Lennart
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When Intelligence is (Dys)Functional for Achieving Sales Performance [PDF]
Using two different samples of salespeople, the authors investigate how a combination of general mental ability (GMA) and specific skills and capabilities (social competence and thinking styles) allows salespeople to reach their sales goals.
Dietz, H.M.S. +3 more
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Asset sales by manufacturing firms in India [PDF]
In this paper we study 325 large scale asset sale transactions by Indian manufacturing firms in the period 1996 to 2008. We find that the likelihood of asset sales increases with the firm’s low capacity of debt utilisation and decreases with size ...
Gautam, Vikash
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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
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The relationship between job related expectations of salespeople and the use by sales management of a fulfilment approach. [PDF]
This thesis is concerned with the job satisfaction, motivation and performance of salespeople. Within this conceptual domain, the study examines the relationship between job-related expectations and the process of their fulfilment / nonfulfilment, in
Simintiras, Antonis Constantinou
core +4 more sources
AAOS TransactionsHanding over work is one of the concrete acts of knowledge transfer. However, in business, there are many cases where handover is not carried out smoothly.
Takaya TOYOZUMI, Hidenori SATO
doaj +1 more source
Mastering digital transformation in sales: A research agenda going forward [PDF]
, 2019 As buyers increasingly become more tech-savvy and consequently more demanding, it is imperative that sales organizations keep pace with their customers and work on a digital transformation strategy.
Rangajaran, Deva +2 more
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The state of lead scoring models and their impact on sales performance. [PDF]
Inf Technol Manag, 2023 Wu M, Andreev P, Benyoucef M.
europepmc +1 more source
The determinants of the quality of Sales-Marketing Interface in a Multinational Customer Brand Focused Company: The Latin American Branches [PDF]
, 2011 Customer evolution and changes in consumers, determine the fact that the quality of the interface between marketing and sales may represent a true competitive advantage for the firm.
Palacios Fernández, Miguel +2 more
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Cultural intelligence and sales performance in online insurance marketing: evidence from a Chinese insurance firm. [PDF]
Humanit Soc Sci Commun, 2023 Pan G, Liu M, Tseng LM, Geng Z.
europepmc +1 more source