Sales Function in the 21st Century
The Sales Function in the 21st Century
Published on 31. July 2009
224 pages
978-1-84855-757-4 (ISBN)
Description
This creation of this e-book stems from a desire shared by the guest editors to explore the shifting sales landscape both theoretically and in relationship to professional selling.
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Content
- Cover
- CONTENTS
- EDITORIAL REVIEW BOARD
- The sales function in the twenty-first century: where are we and where do we go from here?
- The changing role of sales: viewing sales as a strategic, cross-functional process
- Sales manager and sales team determinants of salesperson ethical behaviour
- The effects of coaching on salespeople's attitudes and behaviors
- Proactive and reactive: drivers for key account management programmes
- An exploratory study of sales-marketing integrative devices
- Transformational leadership as a mediator of the relationship between behavior-based control and salespeople's key outcomes
- From products to solutions: the role of salesperson opportunity recognition
- An empirical investigation into the impact of relationship selling and LMX on salespeople's behaviours and sales effectiveness
- Internet channel and perceived cannibalization
