... Licensed re-use rights only Motivation (psychology) Salesforce Sales management Management control According to Sleep et al. (2020) , the inside sales context is growing 15 times faster than outside sales. The shift from outside sales to inside sales can be attributed to the 40...

... in the environment and customer demands, it has become difficult for the salesforce to fulfill its assigned tasks in a timely manner (Grant et al., 2009). As technology advances and the market evolves, the completion of sales-related tasks, including identifying new prospects, finding consumers' needs...

... Publishing Limited Licensed re-use rights only Buyer-seller relationship Sales Business-to-business marketing Sales management Salesforce Sales planning Value appropriation Sales complexity Sales manager Resource allocation A review of the recent sales literature (both practitioner...

... 2021 23 06 2021 11 09 2021 23 10 2021 24 10 2021 © Emerald Publishing Limited 2021 Emerald Publishing Limited Licensed re-use rights only Manufacturing industry Organizational change Service marketing Industrial marketing Salesforce Industrial selling Service...

... In response to calls to reduce the gender gap in the salesforce, this study aims to examine the effect of candidate gender, manager gender and industry to explain gender bias in salesperson recruitment during screening and skill assessment. This paper tested the hypotheses using observational data from...

... in sales literature. The research provides support for the use of netnography as it provides researchers firsthand access to multiple sales roles. This unadulterated access provides sales researchers the opportunity to study the many facets of sales, with pure, genuine data. Training Salesforce...

... as a composite market orientation measure. These findings add new dimensions to the existing stream of literature on the industrial marketing orientation and performance relationship. Perception Industrial marketing Salesforce Customer orientation Industrial Customer Manager Market orientation...

... Publishing Limited 2018 Emerald Publishing Limited Licensed re-use rights only Attitudes Emotions Salesforce Goal achievement Workplace conduciveness Workplace ethics and diversity One of the most important concerns a manager has, is whether they are assisting their key employees to reach...

...-use rights only Salesforce Customer orientation Sales management Sales strategies In recent years, an increasing number of incidents in which salespeople mistreat customers has damaged customers’ confidence in companies. Huge fines have been imposed on a number of companies on charges...

... to partner-specific value. Buyer-seller relationships Salesforce Governing Buyer-seller relationships is critical for firms in business exchanges (Dwyer et al., 1987 ; Ganesan, 1994 ; Palmatier et al., 2007). Over the past three decades, research studies on Buyer-seller...

... not display these values (Jurkiewicz and Giacalone, 2004). The present study uses this value framework to propose the theoretical linkages with salespeople's organisational deviant behaviours. © Emerald Group Publishing Limited 2014 Ethics Organizational change Salesforce Sales management...

... will engage in more superstitious behavior to the degree that they have a higher belief in personal good luck. Salesforce Sales management Selling An executive summary for managers and executive readers can be found at the end of this issue. Reports of superstitious behavior in sales...

... resource management Salesforce Experience Motivation (psychology) An executive summary for managers and executive readers can be found at the end of this article. Salespeople provide both sources of revenue as well as an important point of interface with customers. Thus, it is critical...

... to develop high‐quality sales leads. A set of procedures is presented that provides a way for sales managers to guide the company’s salesforce in seeking new customers. A case study is included that demonstrates how a company that competes in a high‐tech business‐to‐business market has developed and used...

... in the salesforce is underscored in the area of salesforce socialization. It has been suggested that certain socialization tactics be undertaken to increase organizational value congruence, and that a well‐managed socialization process is likely to have positive effects on salesforce motivation, job involvement...

...Enrique Bigné; Inés Küster; Francisco Torán This paper supports the need for a market‐oriented industrial salesforce. So, in the first part, a definition of industrial salesforce market orientation is proposed, distinguishing between a philosophical approach and a behavioural approach...

... examining the correlation between turnover and performance, more knowledge can be gained by examining individual variables which significantly differentiate between high‐ or low‐performing quitters or stayers, the purpose of this study. Salesforce Staff turnover Business‐to‐business marketing Job...

... methods Salesforce Channel relationships Recruitment Most challenging aspects One of the most challenging aspects of a sales manager’s job is to secure talented salespeople to fill the ranks of his or her sales force. The greater the skill used in evaluating potential salespeople, the more...

... Salesforce Information technology Business‐to‐business marketing Pharmaceutical industry International marketing The local sales organizations administered the surveys by mail in the same four‐week period. At the same time they supplied us with actual sales performance information...

...Michael K. Ritch Leadership Relationship marketing Salesforce Sales management Selling Robert E.   Hite , Wesley J.   Johnston . Managing Salespeople: A Relationship Approach . Cincinnati, OH : South‐Western College Publishing , ISBN: 0‐314‐06432‐X When...