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Operationalizing salesperson performance with secondary data: aligning practice, scholarship, and theory
Despite the large body of research that examines the determinants of salesperson performance, significant variation exists regarding how scholars can...
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Salesperson ambidexterity in customer engagement: do customer base characteristics matter?
Drawing from the interactional psychology of personality and multitasking paradigm, we examine the contingencies of salesperson orientation...
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Sales ambidexterity and performance: a behavioral paradigm through the Career Stage framework
Sales professionals worldwide have a decisive role in bringing value to organizations and supply chains, but pressures are challenging the existing...
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Sectorial and Corporate Disruption
Begins with sectorial disruption, or the disruption of entire markets, usually caused by a substitute, such as horses replaced by cars. Followed by...
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Customer Contact and Sales Conversation
For sales engineers working in field, special or key account sales, sales psychology and an empathy when approaching customers are key to successful...
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Antecedents and performance outcomes of value-based selling in sales teams: a multilevel, systems theory of motivation perspective
Firms are increasingly deploying a value-based selling (VBS) approach in their sales organizations to drive growth for new offerings. However, VBS...
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Digital Entrepreneurial Opportunities in a 4.0 World: A Roadmap for Data-Driven Entrepreneurs
Big Data has become an essential resource for creating innovative products and services. However, strong Big Data analytics capabilities are required...
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Co-creation with a Customer—The Case of Mayekawa Manufacturing Co., Ltd.
Mayekawa Manufacturing Co., Ltd., founded in 1924, specializes in industrial refrigeration machines, plant engineering, and comprehensive thermal...
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Sales Management
Selling is one of the most exciting activities in business. Sales is the company’s “eyes and ears” watching and listening to the customers. Sales...
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Development, Evolution and Management of a Green Brand
In this chapter, the “wooden radio” project, one of the most successful global eco-design projects, is described in a catchy way and the “genetic...
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Transformative Marketing with Robotics
RobotsRobots have continued to capture our imagination since their first introduction in the 1950s. While academic investigations and commercial...
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Negotiating with the Various Types of Negotiators
Skilled negotiators need to handle different types of negotiators, and in this chapter, some techniques when negotiating with the various types of...
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IT Support
In Chap. 5 (IT support), a brief overview of the history and the basic hardware components of planning and reporting solutions is given. The software...
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The Sales Team
The effectiveness of the sales force is a critical success factor in meeting or exceeding company goals. Having read this chapter, you should have a...
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Are conservative approaches to new product selling a blessing in disguise?
A new product’s success in the marketplace largely depends on salesforce actions. Many B2B salespeople display conservatism when confronted with new...
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The Sales Environment
The sales environment is crucial to the ultimate success of a company, as it shapes and determines nearly all interactions with the firm’s customers....
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Multi-criteria Optimization Methods Applied in Agricultural Touring
Agricultural tourism is considered a means of providing motor for growth in rural areas and year-round tourism flow, promoting local products and...
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Identifying effective hunters and farmers in the salesforce: a dispositional–situational framework
In business-to-business markets, hunting for new customers and farming existing customers are critical to achieve sales goals. Although practitioners...
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Equal Exchange: Doing Well by Doing Good
In 1983, Rink Dickinson, Jonathan Rosenthal, and Michael Rozyne were all recent college graduates and working for a food co-op warehouse in the...