Understanding sales representatives’ unreliable lead management efforts: contingent impacts of sales managers’ goal and process control behaviors

IF 3.9 Q2 BUSINESS

Journal of Personal Selling & Sales Management Pub Date : 2023-11-28 DOI:10.1080/08853134.2023.2266144

Jan Altenscheidt, Sophie-Charlotte Ernst, Christian Schmitz

引用次数: 0

Abstract

Sales representatives (reps) frequently exhibit a lack of lead management effort and sales managers need to determine why so that they can address the problem. Scant insights exist into which leade...

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了解销售代表不可靠的潜在客户管理工作:销售经理目标和过程控制行为的偶然影响

销售代表经常表现出缺乏潜在客户管理的努力，销售经理需要确定原因，以便他们能够解决问题。人们对导致……的原因知之甚少。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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来源期刊

Journal of Personal Selling & Sales Management BUSINESS-

CiteScore

5.70

自引率

36.40%

发文量

期刊介绍： As the only scholarly research-based journal in its field, JPSSM seeks to advance both the theory and practice of personal selling and sales management. It provides a forum for the exchange of the latest ideas and findings among educators, researchers, sales executives, trainers, and students. For almost 30 years JPSSM has offered its readers high-quality research and innovative conceptual work that spans an impressive array of topics-motivation, performance, evaluation, team selling, national account management, and more. In addition to feature articles by leaders in the field, the journal offers a widely used selling and sales management abstracts section, drawn from other top marketing journals.