Sales capability creation during new product development – early involvement of sales

Autor: Annunen, Petteri, Mustonen, Erno, Harkonen, Janne, Haapasalo, Harri

Publikováno v: Journal of Business & Industrial Marketing, 2021, Vol. 36, Issue 13, pp. 263-273.

Externí odkaz: http://www.emeraldinsight.com/doi/10.1108/JBIM-06-2020-0274

The Effect of Door-to-Door Salespeople’s Individual Sales Capabilities on Selling Behavior and Performance: The Moderating Effect of Competitive Intensity

Autor: Fortune Edem Amenuvor, Ho-Taek Yi

Publikováno v: Sustainability; Volume 14; Issue 6; Pages: 3327

The present study investigates the effect of salespeople’s individual sales capabilities on selling behaviors and sales performance in door-to-door personal selling channels. The data are gathered from 219 South Korean salespeople. The hypotheses a

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_dedup___::ced337d2819fad254181eb1b7ea6853d

Effects of Sales-Related Capabilities of Personal Selling Organizations on Individual Sales Capability, Sales Behaviors and Sales Performance in Cosmetics Personal Selling Channels

Autor: Young-Bong Cha, Ho-Taek Yi, Fortune Edem Amenuvor

Publikováno v: Sustainability, Vol 13, Iss 3937, p 3937 (2021)
Sustainability
Volume 13
Issue 7

This study sets out to assess the effects of sales-related capabilities of personal selling organizations on individual sales capabilities, sales behaviors, and sales performance in cosmetics personal selling channels. Data are collected from 151 sal

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_dedup___::3bb98173b049f8c74ab1d686b5acd713
https://www.mdpi.com/2071-1050/13/7/3937

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CAPACIDADE DE VENDAS E DESEMPENHO: PAPEL DA ORIENTAÇÃO PARA O MERCADO, CAPACIDADES PESSOAIS E GERENCIAIS

Autor: Graziela Perretto Rodrigues, Tomas Sparano Martins

Publikováno v: RAM. Revista de Administração Mackenzie v.21 n.4 2020
RAM. Revista de Administração Mackenzie
Universidade Presbiteriana Mackenzie (UPM)
instacron:MACKENZIE
RAM. Revista de Administração Mackenzie, Volume: 21, Issue: 4, Article number: eRAMR200199, Published: 13 JUL 2020

Purpose: This article aims to explain the relationships between sales capabilities, which are split into personal selling and sales force management, both from the manager’s point of view, and financial/customer performance in market-oriented firms

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_dedup___::f95f6731c33afd54c730ffdf8058a348
http://old.scielo.br/scielo.php?script=sci_arttext&pid=S1678-69712020000400203