Results 81 to 90 of about 1,191,998 (211)
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.
Bakker, A.B. +3 more
core +1 more source
Predicting sales performance: Strengthening the personality – job performance linkage [PDF]
, 2014 Many organizations worldwide use personality measures to select applicants for sales jobs or to assess incumbent sales employees. In the present dissertation, consisting of four independent studies, five approaches to strengthen the personality-sales ...
Sitser, T.B. (Thomas)
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Does marketing and sales integration always pay off? evidence from a social capital perspective [PDF]
Building on social capital theory, the authors view the marketing and sales interface as a set of inter-group ties and investigate how firms (1) generate value from inter-group relationships and (2) develop the social capital embedded in these ...
Barclay, Donald W +2 more
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Market Regulation and Firm Performance: The Case of Smoking Bans in the UK [PDF]
This paper analyzes the effects of a ban on smoking in public places upon firms and consumers. Analysis of survey data from public houses finds that the Scottish smoking ban (introduced in March 2006) reduced pub sales and harmed medium run profitability.
Jerome Adda +3 more
core +3 more sources
Competition and Enterprise Performance in Transition Economies: Evidence from a Cross-country Survey [PDF]
, 2001 This paper uses a survey of 3,300 firms in 25 transition countries to shed light on the factors that influence restructuring by firms and their subsequent performance as measured by growth in sales and in sales per employee over a three-year period.
Carlin, Wendy +3 more
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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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تحقیقات بازار یابی نوین, 2013 This study aims to the importance of buyers-sellers interactions in service sector such as insurance industry, and the more effect of Sales Force on buyer,s decision.
mostafa mehrafrooz +2 more
doaj
International Journal of Advanced Business StudiesSales performance is an important indicator of business operations, especially in the field of sporting goods sales, but less attention has been paid to the role of sales staff’s professional background on performance. This article focuses on the impact
YeHao Yuan +2 more
doaj +1 more source
The design paradox: the contribution of in-house and external design activities on product market performance [PDF]
This paper explores the contribution of design activities on product market performance of Belgian companies. While there is mounting evidence that design can be seen as a strategic tool to successfully spur sales of new product developments at the firm ...
Czarnitzki, Dirk, Thorwarth, Susanne
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Managing Customer Services: Human Resource Practices, Turnover, and Sales Growth [PDF]
, 2000 This study examines the relationship between human resource practices, employee quit rates, and organizational performance by drawing on a unique nationally representative sample of 354 customer service and sales establishments in the telecommunications ...
Batt, Rosemary
core +1 more source