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Your search keyword '"Sales personnel -- Social aspects"' showing total 2 results
Start Over Descriptor "Sales personnel -- Social aspects" Journal journal of marketing
2 results on '"Sales personnel -- Social aspects"'

1. Salesperson influence on product development: insights from a study of small manufacturing organizations

Author

Joshi, Ashwin W.

Subjects
Sales personnel -- Social aspects, Reliability -- Influence, Product development -- Social aspects, Manufacturing industry -- Labor relations, Time to market, Advertising, marketing and public relations, Business
Abstract

The influence of salespeople and their trustworthiness on product development and modifications of manufacturing companies is examined. Findings suggest the impact of salespeople's trustworthiness on rationality and exchange and coalition building.

Published
2010

2. When intelligence is (dys)functional for achieving sales performance

Author

Verbeke, Willem J., Belschak, Frank D., Bakker, Arnold B., and Dietz, Bart

Subjects
Sales personnel -- Social aspects, Sales personnel -- Psychological aspects, Selling -- Social aspects, Selling -- Psychological aspects, Intellect -- Influence, Intelligence levels -- Influence, Advertising, marketing and public relations, Business
Abstract

The ability of general mental ability (GMA) and social competence and certain thinking styles to help salespeople to reach their sales goals is studied. High GMA combined with high social competence brings the highest sales performance.

Published
2008

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