The salesperson's role clarity and task clarity in direct marketing

Christophe Fournier
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引用次数: 2

Abstract

Direct marketing is being used more and more often to support, rather than take the place of, salespeople in the field. However, when new techniques are not properly introduced, many salespeople reject them, either because they fear being replaced by the new methods or because they feel inadequate about their potential effectiveness in the operations launched. The present study shows how certain characteristics of the salesperson and certain organizational measures can increase the salesperson's perception of both role clarity (the part played by direct marketing in the company strategy) and task clarity (the direct marketing skills of the sales staff).

直销中销售人员的角色清晰和任务清晰
直销越来越多地被用来支持销售人员,而不是代替销售人员。然而,当新技术没有被恰当地引入时,许多销售人员拒绝使用它们,要么是因为他们害怕被新方法所取代,要么是因为他们对新方法在开展业务时的潜在效力感到不足。本研究表明,销售人员的某些特征和某些组织措施如何增加销售人员对角色清晰度(直销在公司战略中所起的作用)和任务清晰度(销售人员的直销技能)的感知。©1996 John Wiley &儿子公司和直销教育基金会公司。
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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