Allocation of Salespeople's resources for generating new sales opportunities across four types of customers
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DOI: 10.1016/j.indmarman.2017.10.006
Abstract: Abstract This investigation seeks to (1) identify various external and internal resources available to salespeople and (2) discern which resources are most likely use during the interest generation stage within each customer type. Employing a… read more here.
Keywords: resources generating; new sales; allocation salespeople; salespeople resources ... See more keywords
EXPRESS: Why Salespeople Avoid Big-Whale Sales Opportunities
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DOI: 10.1177/00222429211037336
Abstract: Contrary to the intuition that salespeople gravitate toward big-whale sales opportunities, in reality they often avoid them. To study this phenomenon, the authors integrate contingent decision-making and conservation-of-resources theories to develop and test a framework… read more here.
Keywords: whale sales; big whale; study; sales opportunities ... See more keywords