Work2021

Sales Force Management

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Employee Performance and Motivation Customer Service Quality and Loyalty Business and Management Studies

Abstract

Fizkes iStock / Getty ImagesAfter completing the chapter, you should be able to do the following:Explain external and internal factors in salesDescribe the human resource processDiscuss sales training and provide an example of sales role-playDescribe customer relationship management and its use by s

Citations in this library

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Cited by

2000Strategy type and performance: the influence of sales force management 2001A model of close business relationships in China (guanxi)1999Do Citizenship Behaviors Matter More for Managers Than for Salespeople?2003Firm market orientation and salesperson customer orientation: interpersonal and intrapersonal influences on customer service and retention in business-to-business buyer–seller relationships 2002Self-Efficacy, Competitiveness, and Effort as Antecedents of Salesperson Performance 2003Interrelationships of Role Conflict, Role Ambiguity, and Work–Family Conflict with Different Facets of Job Satisfaction and the Moderating Effects of Gender 2002Measuring performance at trade shows 1992A Theory of Role Stress in Boundary Spanning Positions of Marketing Organizations

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