Salesperson lifecycle management: Challenges and research priorities

IF 3.9 Q2 BUSINESS

Journal of Personal Selling & Sales Management Pub Date : 2024-08-13 DOI:10.1080/08853134.2024.2380444

Sascha Alavi, Johannes Habel, Arnd Vomberg

引用次数: 0

Abstract

In today’s “war for talent,” effectively managing the salesperson lifecycle is more crucial than ever. This process, which encompasses hiring, onboarding, managing, developing, retaining, and termi...

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销售人员生命周期管理：挑战和研究重点

在当今的 "人才争夺战 "中，有效管理销售人员的生命周期比以往任何时候都更为重要。这一过程包括招聘、入职、管理、发展、保留和终止。

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.