TITLE

Examining the Salesforce Culture: Managerial Applications and Research Propositions

AUTHOR(S)
Jackson Jr., Donald W.; Tax, Stephen S.; Barnes, John W.
PUB. DATE
September 1994
SOURCE
Journal of Personal Selling & Sales Management;Fall94, Vol. 14 Issue 4, p1
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The article examines the salesforce subculture of an organization. It provides the definition of key concepts. It also mentions about the process presented in managing a salesforce culture. The concept of organization culture has received a great deal of attention in both academic and practitioner oriented literature. However, considerably less effort has been directed at addressing organization subcultures.
ACCESSION #
9412222435

 

Related Articles

  • Effective Major Account Sales Management. Colletti, Jerome A.; Tubridy, Gary S. // Journal of Personal Selling & Sales Management;Aug87, Vol. 7 Issue 2, p1 

    The article discusses factors contributing to effective major account sales management. A national or major account sales program is widely accepted among marketing managers as an important competitive strategy. This is because, in some industries, sales to major customers represent 25 percent...

  • Lead scoring far from easy. Hosford, Christopher // B to B;5/6/2008, Vol. 93 Issue 7, p22 

    The article discusses the management of sales leads. It is stated that two trends appear to be improving lead-management analysis and efficiency: lead scoring and automation. Lead scoring is a system whereby points are assigned to a prospect rather than designating the prospect "warm" or "hot"...

  • USING DATABASES AND GIS IN SALES MANAGEMENT. BADEA, Ruxandra; BADEA, Alexandru; MOISE, Cristian // Annals of DAAAM & Proceedings;Jan2009, p459 

    In the present context of the world market, a company needs to adopt innovative measures in order to stay competitive. From this point of view, it is very important for an economical agent to use all the informational resources it owns, in order to produce those crucial competitive advantages...

  • Don't let sales slide. Gray, Andi // Fairfield County Business Journal;11/17/2008, Vol. 47 Issue 46, p8 

    The article discusses the ways to sales management. The author point out the importance of defining the costs, risks, ramp up timing and reserves available to bring on a new sales person. It is suggested to examine the average sales value and numbers of sales to serve as a guide on where to...

  • Personal Selling & Sales Management. Wienclaw, Ruth A. // Personal Selling & Sales Management -- Research Starters Busines;4/1/2018, p1 

    Although there are many ways of marketing products and services to prospective customers, personal selling - the process of communicating with the customer on a one-to-one basis with the intention of persuading him/her to purchase a product or service - continues to represent a significant share...

  • Turbocharge your sales and operations planning process. MONTAGUE, REGINALDO // Industrial Management;Jan/Feb2017, Vol. 59 Issue 1, p16 

    Balancing supply and demand while maximizing profits are age-old business imperatives. The sales and operations planning process offers a framework that can integrate plans from sales, marketing, development, manufacturing, sourcing and financial areas, allowing your overall enterprise to meet...

  • 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.

  • Driving Toward Action: Marketing & Sales Alignment. Goldman, Larry // DM Review;Jun2005, Vol. 15 Issue 6, p55 

    This article shows the benefits of aligning sales and marketing to business organizations in the U.S. In many business to business organizations, all roads lead to the sales organization. Sales typically generates the majority of the revenue for the organization and wields enormous political...

  • FROM THE EDITOR. Evans, Kenneth R. // Journal of Personal Selling & Sales Management;Spring2006, Vol. 26 Issue 2, p93 

    The article presents a letter from the editor of the "Journal of Personal Selling & Sales Management." Articles present in the March 2006 issue are discussed, and it is stressed that the publication encourages cutting-edge conceptual work in the field of sales and sales management. Summaries of...

Share

Read the Article

Courtesy of THE LIBRARY OF VIRGINIA

Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics