Advancing Sales Performance Research: A Focus on Five UnderResearched Topic Areas

This paper focuses on five critical, yet underresearched, areas vital to sales performance in a marketplace that is increasingly more complex, more demanding of customized solutions, and more relationship focused. The five topic areas addressed are the ability to marshal intraorganizational resource...

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Bibliographic Details
Published inThe Journal of personal selling & sales management Vol. 32; no. 1; pp. 89 - 105
Main Authors Evans, Kenneth R., McFarland, Richard G., Dietz, Bart, Jaramillo, Fernando
Format Journal Article
LanguageEnglish
Published Abingdon Routledge 01.01.2012
M. E. Sharpe
Taylor & Francis Ltd
Subjects
Business ethics
Customer relations
Customers
Direct sales
Ethical behavior
Marketing strategies
Personal selling
Resource allocation
Sales
Sales management
Sales personnel
Salespeople
Studies
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Summary:This paper focuses on five critical, yet underresearched, areas vital to sales performance in a marketplace that is increasingly more complex, more demanding of customized solutions, and more relationship focused. The five topic areas addressed are the ability to marshal intraorganizational resources by salespeople, salesperson creativity, examining the buyer-seller interaction in terms of salesperson influence tactics behaviors and the importance of establishing credibility with buyers as a basis of influence, ethics relative to the buying and selling organization simultaneously, and selling teams. Research implications for each topic area are advanced.
ISSN:0885-3134
1557-7813
DOI:10.2753/PSS0885-3134320108