Now showing items 1-2 of 2
How does customer perception of salespeople influence the relationship? A study in an emerging economy
Sales and sales force management is a complex activity that largely determines a company's commercial success. Customer perception of the salespeople in terms of expertise, trust, interaction, and risk can drive the ...
Relevance of salespeople profiles: an analysis in an emerging economy
Purpose: The purpose of this paper is to analyze the impact of the salespeople profile (i.e., effort, commitment and creativity) – and its degree of market orientation (MO) – on the success of new product launch and sales ...