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

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

摘要

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。

查看原文本刊更多论文

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

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...

求助全文

通过发布文献求助，成功后即可免费获取论文全文。去求助

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.