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- 1From:Training & Development (Vol. 46, Issue 12) Peer-ReviewedTrainers should actively take part in the selection of any sales-automation software system since they are inevitably asked to help implement these systems by educating salespeople and managers on their use. Apart from...
- 2From:Journal of Retailing (Vol. 65, Issue 1) Peer-ReviewedCareer Versus Organizational Commitment: Antecedents and Consequences of Retail Salespeoples' Commitment Shearson Lehman Brothers placed the following notice in The Wall Street Journal (1986): Commitment is what...
- 3From:Training & Development (Vol. 48, Issue 12) Peer-ReviewedA knack for building strong interpersonal relationships with clients is crucial to the success of any salesperson. Unfortunately, according to Michael Leimbach, director of research for Eden Prairie, MN-based Wilson...
- 4From:CFO, The Magazine for Senior Financial Executives (Vol. 32, Issue 2)In his provocatively titled article "Companies Should Stop Paying Sales Commissions" (Feb. 12), contributor Justin Roff-Marsh wrote that he wishes he had a dollar for each time an incredulous executive has asked him why...
- 5From:Journal of Applied Sport Management (Vol. 8, Issue 2) Peer-ReviewedI. Research Problem Addressed The purpose of this paper was to create a competency-driven performance rubric for use in sport ticket sales. Competency rubrics enable sales managers to distinguish between levels of...
- 6From:CFO, The Magazine for Senior Financial Executives (Vol. 34, Issue 2)For those who thought the Peter Principle was an old wives' tale, the National Bureau of Economic Research begs to differ. A new NBER paper counter-intuitively finds that, after high-performing sales reps are promoted,...
- 7From:Journal of Retailing (Vol. 73, Issue 2) Peer-ReviewedSalesperson behavior with respect to selling orientation-customer orientation (SOCO) is shown to influence customer satisfaction with the salesperson, dealer, product and manufacturer in a national sample of new car...
- 8From:Journal of Managerial Psychology (Vol. 10, Issue 5) Peer-ReviewedRecruiters can facilitate a better employee hiring process matching company needs if they are able to present realistic job information to applicants. Providing a realistic job information, especially in the field of...
- 9From:Journal of Business & Industrial Marketing (Vol. 12, Issue 3-4) Peer-ReviewedJob activities and demographic variables of high-performing and low-performing salespersons were compared to provide insights on how to recruit, select, train, motivate and supervise the sales force. It was realized...
- 10From:European Journal of Marketing (Vol. 31, Issue 7-8) Peer-ReviewedA conceptual model was developed to examine the individual and joint work done by headquarters and regional salesforces in creating customer loyalty. This separation of work within the corporation opens up a...
- 11From:INFORMS Journal on Computing (Vol. 19, Issue 1) Peer-ReviewedThis paper describes a variant of simulated annealing incorporating a variable penalty method to solve the traveling-salesman problem with time windows (TSPTW). Augmenting temperature from traditional simulated...
- 12From:Academic Journal of Economic Studies (Vol. 6, Issue 3) Peer-ReviewedThe supervisory authority and the industry executives have expressed concerns over the low insurance uptake in Nigeria in spite of the importance of that subsector in any economy. Over the years, most studies conducted...
- 13From:PLoS ONE (Vol. 11, Issue 8) Peer-Reviewed
Salespeople in the Surgical Suite: Relationships between Surgeons and Medical Device Representatives
Background Industry payments to surgeons have received public attention, but little is known about the relationships between surgeons and medical device representatives. Medical device representatives ("device reps")... - 14From:Journal of the Academy of Marketing Science (Vol. 46, Issue 5) Peer-ReviewedSalesforce compensation theory assumes that given proper design of the incentive structure, salespeople will rationally allocate effort to maximize returns to their firm and themselves. However, faced with large sunk...
- 15From:American Journal of Business (Vol. 26, Issue 2) Peer-ReviewedPurpose--The purpose of this paper is to examine practices of and differences between small and large organizations as they relate to the training of sales managers. Design/methodology/approach--Utilizing a survey...
- 16From:Management Science (Vol. 54, Issue 6) Peer-ReviewedIn most selling situations, the sales presentation is a critical component of success. Firms hire salespeople to communicate their products' features to prospective customers in hopes that they will be convinced of the...
- 17From:Management Science (Vol. 46, Issue 1) Peer-ReviewedAs people are deciding between two alternatives, they may distort new information to support whichever alternative is tentatively preferred. The presence of such predecisional distortion of information was tested in...
- 18From:TD Magazine (Vol. 69, Issue 12) Peer-ReviewedThe final interview for my current position as field enablement manager at Appirio was in a Starbucks in Indianapolis with my future director. During the interview, I pulled out a deck of cards and started dealing them...
- 19From:T+D (Vol. 63, Issue 8) Peer-ReviewedDiscouraged with their compensation and the overall sales climate, a majority of sales professionals said they plan to seek another position in the coming months, even if that means leaving the profession altogether....
- 20From:Management Science (Vol. 54, Issue 4) Peer-ReviewedSales technology has been touted as a primary tool for enhancing customer relationship management. However, empirical research is sparse concerning the use of information technology (IT) and its effects on the...