Effectively hiring salespeople is among the most critical characteristics of sales management. Recruiting top sales performers, as well as those with star potential, is an ongoing, constant process -- every organization has room for more successful salespeople. Sales managers must work at maximizing th...
( 2008 ), “ What are the characteristics of an effective sales managers? An exploratory study comparing salesperson and sales manager perspectives ”, Journal of Personal Selling and Sales Management, Vol. 28 No. 1, pp. 7 - 20 . [] []...
Ramsey, R., Lassk, F.G and Marshall, G.W. (1995) A critical evaluation of a measure of job involvement: the use of the LODAHL and KEJNER (1965) scale with salespeople,Journal of Personal Selling and Sales Management,XV, (Summer): 65–74. Google Scholar Rochford, L. and Wotruba, T...
Sales are never a battle, but a group of people fighting. You have to form a team with your colleagues before you can become partners with your customers. Twelve, too much money. There are salesmen who regard Commission as the sole purpose of selling, and never consider what assistance they...
Sales trainers with leadership experience make good coaches in the classroom, and are invaluable during sales management training programs. 3. Is Intellectually Curious The most successful sales trainers have a passion for learning and growth because it ultimately makes the training sessions they deliver...
This study builds on previous research concerning sales manager selection by examining the characteristics of effective sales managers from two perspective... DR Deeter-Schmelz,DJ Goebel,KN Kennedy - 《Journal of Personal Selling & Sales Management》 被引量: 22发表: 2013年 Characteristics of an eff...
- 《Journal of Management Development》 被引量: 9发表: 2015年 The influence of job characteristics on IT and non-IT job professional's turnover intentions Purpose – Information technology (IT) professionals and their intentions to leave an organization have been studied by researchers; however, ...
From the operator's point of view, the contents of these four aspects, apart from the professional knowledge of interior design, also reflect the management strategy of department stores. Whether they are scattered transformation or comprehensive transformation, they all contain certain specific business...
Successful marketing efforts and professional sales encounters often depend on consumer involvement in the purchase decision process itself, which in turn
Sales research to date has focused on coping styles as measured by problem-focused coping (PFC) and emotion-focused coping (EFC), but it has excluded time management perceptions and behaviors as ways of coping with stress (Srivastava and... SA Nonis,JK Sager - 《Journal of Personal Selling...