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Achieving Peak Sales Performance for Optimal Business Value and Sustainability最新文献

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Findings and Analysis 调查结果及分析
Achieving Peak Sales Performance for Optimal Business Value and Sustainability Pub Date : 2018-12-31 DOI: 10.1355/9789814818520-006
P. Linehan
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引用次数: 0
Literature Background and Context 文献背景与语境
Achieving Peak Sales Performance for Optimal Business Value and Sustainability Pub Date : 1900-01-01 DOI: 10.4018/978-1-7998-1639-3.ch002
{"title":"Literature Background and Context","authors":"","doi":"10.4018/978-1-7998-1639-3.ch002","DOIUrl":"https://doi.org/10.4018/978-1-7998-1639-3.ch002","url":null,"abstract":"This chapter sets out to provide the background and context to personal selling, the evolution of personal selling, and how personal selling has progressed. It will also look at what factors have influenced the B2B selling environment. The presupposition offered up by Mayer and Greenberg still resonates within businesses today, due to the salesforce's consistent incapacity to perform at targeted levels. This hypothesis was further illustrated by various studies, which maintain that there is a disproportionately high percentage of the salesforce, who continue to underachieve and fail to achieve their targets on a consistent basis, and this has been one of the fundamental reasons for this examination. The aim of this chapter is to research the function of personal selling and establish how the personal selling environment has evolved, developed, and affected the way in which the salesforce performs their role.","PeriodicalId":197090,"journal":{"name":"Achieving Peak Sales Performance for Optimal Business Value and Sustainability","volume":"28 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"1900-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"117193316","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
Conclusions, Contribution to Knowledge, Implications and Future Research 结论，对知识的贡献，意义和未来研究
Achieving Peak Sales Performance for Optimal Business Value and Sustainability Pub Date : 1900-01-01 DOI: 10.4018/978-1-7998-1639-3.ch007
{"title":"Conclusions, Contribution to Knowledge, Implications and Future Research","authors":"","doi":"10.4018/978-1-7998-1639-3.ch007","DOIUrl":"https://doi.org/10.4018/978-1-7998-1639-3.ch007","url":null,"abstract":"This chapter concludes this book, which has examined the challenges faced by practitioners, salespeople, and academics alike in relation to SPP. It is structured around the format of the investigation and highlights the key issues and considerations and the theoretical conceptualisations starting with the introductory chapter through the background and evolution of the personal selling literature review. It has also highlighted the research methodology, analysis, discussion, findings, contributions to knowledge, and recommendations for future research. The purpose of this chapter is to serve as a distillation of the entire study. The chapter starts with a restatement of the research questions. The chapter then proceeds to the findings and conclusions, theoretical and methodological contributions, implications for practitioners and academics, conceptual framework contribution, contribution to the author's personal development, the limitations of the study, the recommendations for future research, and final conclusions .","PeriodicalId":197090,"journal":{"name":"Achieving Peak Sales Performance for Optimal Business Value and Sustainability","volume":"94 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"1900-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"121702818","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
Review of Sales Peak Performance Determinants 销售高峰绩效决定因素回顾
Achieving Peak Sales Performance for Optimal Business Value and Sustainability Pub Date : 1900-01-01 DOI: 10.4018/978-1-7998-1639-3.ch003
{"title":"Review of Sales Peak Performance Determinants","authors":"","doi":"10.4018/978-1-7998-1639-3.ch003","DOIUrl":"https://doi.org/10.4018/978-1-7998-1639-3.ch003","url":null,"abstract":"This chapter presents an analysis of what is characterised as the personal determinants. Determinants have been described by Churchill et al. as the degree of variation in a salesperson's performance in relation to six major components, which they classified as aptitude, skill level, motivation, role perception, personal factors, and organisational and environmental factors. Businesses are interested in three key outcomes: the level of sales performance, how these determinants affect their performance, the operational effectiveness and consistency of their team's performance. There are numerous determinants that play a role within the salesperson's ability to perform at SPP levels. Determinants are conduits for a salesperson's success. Selling is a broad, integrated, complex, and dynamic phenomenon that requires the use and integration of different variables for a salesperson to perform at SPP levels.","PeriodicalId":197090,"journal":{"name":"Achieving Peak Sales Performance for Optimal Business Value and Sustainability","volume":"3 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"1900-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"125283761","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
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