Search

Your search keyword '"Sales management -- Social aspects"' showing total 7 results
Start Over Descriptor "Sales management -- Social aspects" Topic advertising, marketing and public relations
7 results on '"Sales management -- Social aspects"'

1. Managing culturally diverse buyer-seller relationships: the role of intercultural disposition and adaptive selling in developing intercultural communication competence

Author

Bush, Victoria D., Rose, Gregory M., Gilbert, Faye, and Ingram, Thomas N.

Subjects
Sales management -- Social aspects, Intercultural communication -- Research, Vendors and purchasers (Law) -- Social aspects, Marketing -- Social aspects, Business communication -- Social aspects, Advertising, marketing and public relations, Business
Abstract

This article examines the importance of culturally appropriate communication skills in the marketing industry, focusing on how adaptive selling behaviors can create successful relationships between buyers and sellers. Topics addressed include the intercultural disposition and competence of marketing executives.

Published
2001

2. The effects of organizational formalization on organizational commitment and work alienation in US, Japanese and Korean industrial salesforces

Author

Michaels, Ronald E., Dubinsky, Alan J., Kotabe, Masaaki, and Li, Chae Un

Subjects
Sales personnel -- Social aspects, Sales management -- Social aspects, Marketing -- Social aspects, Advertising, marketing and public relations, Business, general, Business, Sales management, Social aspects
Abstract

Introduction Business managers consider awareness of the work alienation and organizational commitment of their employees to be a key concern. Ostensibly, highly committed, less alienated employees are more productive and [...]

Published
1996

3. The ABC's of ACB: Unveiling a clear and present danger in the sales force

Author

Jelinek, Ronald and Ahearne, Michael

Subjects
Group work in education -- Social aspects, Group work in education -- Methods, Group work in education -- Psychological aspects, Team learning approach in education -- Social aspects, Team learning approach in education -- Methods, Team learning approach in education -- Psychological aspects, Organizational behavior -- Influence, Sales management -- Methods, Sales management -- Psychological aspects, Sales management -- Social aspects, Sales management, Advertising, marketing and public relations, Business, Business, international
Abstract

The influence of anti-citizenship behavior (ACB) on team learning prospects is analyzed by focusing on sales teams.

Published
2006

4. Salesforce socialization

Author

Dubinsky, Alan J., Howell, Roy D., Ingram, Thomas N., and Bellenger, Danny N.

Subjects
Sales -- Social aspects, Sales management -- Social aspects, Sales personnel -- Training, Selling -- Social aspects, Employee training -- Research, Advertising, marketing and public relations, Business
Abstract

Sales force assimilation, or socialization of recruits, is a significant task of sales managers yet little research exists on the subject. Organization sales socialization is investigated through a revision of Feldman's 1976 model, to assist sales managers in assimilation strategies and appraisals. A framework is produced to measure the effect of sales force selection processes against sales force socialization, to pertinent job-related outcomes. A test of the model was conducted with a survey sent to 2,000 senior executives, of which the 189 returned questionnaires formed the data base for testing the assumptions. Results reveal the importance of recruits being given a realistic job picture before hiring.

Published
1986

5. Winning with the 'guerrilla'

Author

Wortman, Leon A.

Subjects
Sales management -- Social aspects, Advertising, marketing and public relations, Business
Published
1988

7. The importance of a sales culture

Subjects
Corporate culture -- Analysis, Sales personnel -- Social aspects, Sales management -- Social aspects, Banking industry -- Marketing, Advertising, marketing and public relations, Banking, finance and accounting industries, Business
Abstract

Banks should cultivate a sales culture to maintain their competitive position. The development of an effective sales culture will entail the integrated use of strategy, structure, systems, staff and skills. In a successful sales culture, sales personnel be trained to respond positively to changes and challenges and to actively seek customers' business. The four major factors that should be considered in the development of a sales culture are market trends, customer needs, competition and skills and limitations., In today's competitive financial industry environment, banks in particular need to strive to be as sales-oriented as possible. Increasing competition, maturing technologies, cost pressures, and declining margins all increase management's [...]

Published
1995

Catalog

Books, media, physical & digital resources
See catalog results