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Understanding sales manager effectiveness

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References

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Cited by

2006The desired teaching qualities of lecturers in higher education: a means end analysis110 cited
2008What are the Characteristics of an Effective Sales Manager? an Exploratory Study Comparing Salesperson and Sales Manager Perspectives93 cited
2018Resource orchestration and dynamic managerial capabilities: focusing on sales managers as effective resource orchestrators77 cited
2017The “why” of international entrepreneurship: uncovering entrepreneurs’ personal values69 cited
2009Handling customer complaints effectively68 cited
2013Sales manager support: fostering emotional health in salespeople59 cited
2006

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The Desired Qualities of Customer Contact Employees in Complaint Handling Encounters

58 cited

2020Systematic review of determinants of sales performance: Verbekeet al.’s (2011) classification extended53 cited

2009Complaint management expectations: An online laddering analysis of small versus large firms53 cited

2010Complaint resolution management expectations in an asymmetric business‐to‐business context46 cited

2009Developing a deeper understanding of the attributes of effective customer contact employees in personal complaint‐handling encounters46 cited

2017Developing a deeper understanding of positive customer feedback42 cited

2005Learning orientation and leadership quality39 cited

2019When and how does sales manager physical attractiveness impact credibility: A test of two competing hypotheses39 cited

2007Managerial, organizational, and external drivers of sales effectiveness in export market ventures39 cited

2015Strategic thinking and business innovation: Abduction as cognitive element of leaders’ strategizing38 cited