... records, and on commonly used employee surveys. Design/methodology/approach – The data used for the analysis of the study variables were collected from the sales forces of a total of ten firms across a variety of consumer and industrial product categories, resulting in a sample of 604 respondents...

.... delivering value to customers; 5. keeping customers satisfied; and 6. developing and sustaining mutually benefiting long‐term relationships. Salesperson Sales force Customer orientation Construct Marketing concept Conceptualization Market‐oriented firms use customers to focus...

...Ravipa Larpsiri; Mark Speece Sales force automation (SFA) is increasingly used to support customer relationships, and provides a good example of technology application on the supplier‐customer interface. While research has begun to examine SFA, understanding it from the customer viewpoint is still...

... training program? Do college sales courses prepare students for the sales profession? Would emotional intelligence training benefit the sales profession? © Emerald Group Publishing Limited 2004 Psychology Sales force Surveys United States of America There are a number...