Investigating salesperson performance factors: A systematic review of the literature on the characteristics of effective salespersons
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DOI: 10.1016/j.ausmj.2018.12.001
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- Rapp, Adam & Baker, Thomas L. & Bachrach, Daniel G. & Ogilvie, Jessica & Beitelspacher, Lauren Skinner, 2015. "Perceived customer showrooming behavior and the effect on retail salesperson self-efficacy and performance," Journal of Retailing, Elsevier, vol. 91(2), pages 358-369.
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Cited by:
- Nour El Houda Ben Amor, 2019. "What Skills Make a Salesperson Effective? An Exploratory Comparative Study among Car Sales Professionals," International Business Research, Canadian Center of Science and Education, vol. 12(11), pages 76-93, November.
- Jorge Bullemore, 2024. "Unveiling the Shadow: Theorizing the Impact of Narcissistic Leadership on Sales Teams," International Review of Management and Marketing, Econjournals, vol. 14(3), pages 1-4, May.
- Caroline Glackin & Murat Adivar, 2023. "Modeling independent sales representative performance: application of predictive analytics in direct selling for improved outcomes," Journal of Marketing Analytics, Palgrave Macmillan, vol. 11(4), pages 613-628, December.
- Tran, Mai Dong & Nguyen, Phong Nguyen, 2020. "The impact of passion on sales performance: Is negotiation a missing link?," Australasian marketing journal, Elsevier, vol. 28(3), pages 124-133.
- Kremez, Zhanna & Frazer, Lorelle & Thaichon, Park, 2019. "The effects of e-commerce on franchising: Practical implications and models," Australasian marketing journal, Elsevier, vol. 27(3), pages 158-168.
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Keywords
Sales performance factors; Salesperson effectiveness; Sales performance typology; Sales management;All these keywords.
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