TITLE

Utilization of Sales Management Knowledge and Identification of Contributors: An Analysis of JPSSM 1980-1990

AUTHOR(S)
Swan, John E.; Powers, Thomas L.; Sobczak, Patrick M.
PUB. DATE
January 1991
SOURCE
Journal of Personal Selling & Sales Management;Winter91, Vol. 11 Issue 1, p5
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The utilization of the JPSSM in enhancing sales management knowledge was analyzed by a cross citation of JPSSM articles in other journals and sales management textbooks which found that the JPSSM has made a basic contribution to the sales and sales management literature. An examination of authorships and institutional contributors to the sales and sales management literature in the JPSSM was also conducted. A large number of both individuals and institutions have contributed articles to the JPSSM, indicating a breadth of research on sales. However, a relatively few contributors accounted for a significant proportion of JPSSM articles, suggesting a concentration of research efforts by both individuals and institutions.
ACCESSION #
6652567

 

Related Articles

  • Data: A Flashlight to Sales Innovation. Yee, Lareina; Kutcher, Eric; Stephenson, Tom // CRM Magazine;Sep2008, Vol. 12 Issue 9, p12 

    The article discusses the significance of using appropriate data in gaining insights into performance and to maximize the company's returns in the U.S. Accordingly, the power of data-driven insights is familiar to most sales executives who manage data-intensive customer relationship management...

  • how Sales Teams should use CRM. Beasty, Colin // CRM Magazine;Feb2006, Vol. 10 Issue 2, p30 

    Presents examples of how sales force automation (SFA) is used throughout the sales organization. Discussion on SFA for sales management; Importance for an SFA system to have drill-down capabilities for executives; Segments of sales forces.

  • 10 Rep Pitfalls to Avoid. McCarthy, Justin // Pharmaceutical Representative;Nov2010, Vol. 40 Issue 11, p27 

    The article presents the 10 pitfalls of pharmaceutical representatives in the U.S. It includes false assumptions, poor listening and lack of customer knowledge. It mentions that most pharmaceutical representatives have a little knowledge and ideas about their customers despite having spent hours...

  • Accelerate Sales Velocity.  // CRM Magazine;May2007, Vol. 11 Issue 5, p22 

    The article offers tips on improving pipeline management and overall business performance. According to the author, organizations need a common framework and language for assessing opportunities. He cites that quantitative and qualitative information about each opportunity on spreadsheets should...

  • Paradigmatic CRM Approach: A Panacea to Sales Depression in Health Care Industry in Nigeria. Nwude, E. Chuke; Uduji, Joseph I. // Industrial Engineering Letters;2013, Vol. 3 Issue 1, p72 

    In the health care business environment ranking, Nigeria is found towards the bottom of the table featuring fourteen key countries in the Middle East and Africa (MEA) region. While Nigeria continues to be considered one of the least attractive markets in the region, its potential beyond forecast...

  • Customer knowledge creation capability and performance in sales teams. Menguc, Bulent; Auh, Seigyoung; Uslu, Aypar // Journal of the Academy of Marketing Science;Jan2013, Vol. 41 Issue 1, p19 

    Drawing on substitutes for leadership theory, this study examines the relationship between a sales team manager's empowering leadership and his or her sales team's customer knowledge creation capability. The authors develop and test a model that positions task interdependence, outcome...

  • Effective Sales Management: What Do Sales People Think? Goebel, Daniel J.; Deeter-Schmelz, Dawn R.; Kennedy, Karen Norman // Journal of Marketing Development & Competitiveness;2013, Vol. 7 Issue 2, p11 

    By understanding effective sales management from the perspective of sales people, this study adds a new dimension to our view of sales managers. Drawing from the sales literature, this research tests relationships between key variables identified as contributing to sales manager effectiveness...

  • Strong Sales Structure. Libin, Richard F. // Sales & Service Excellence Essentials;Feb2014, Vol. 13 Issue 2, p11 

    The article focuses on four factors of sales structure that can help to build customer-centric environment and build better relationship with customers. Topics discussed include the need to be accountable for works done by salespeople and managers, the need to be consistent with every employee...

  • Ramp Up Your Sales. Kimla, Nikolaus // Sales & Service Excellence Essentials;Feb2014, Vol. 13 Issue 2, p14 

    The article presents six sales management tips for sales executives. Topics discussed include creating buyer persona, updating the techniques used in sales management and identifying business-to-business (B2B) buyers' cycle. Other tips include using customer relationship management (CRM) tool,...

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sign out of this library

Other Topics