Грэг Маршалл - Управление отделом продаж
- Название:Управление отделом продаж
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- Издательство:Литагент 5 редакция
- Год:2017
- Город:Москва
- ISBN:978-5-699-79323-5
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Грэг Маршалл - Управление отделом продаж краткое содержание
В новом издании вас ожидают:
[ul]актуальный набор практических инструментов по управлению отделом продаж;
примеры из современной практики управления продажами;
разбор вопросов лидерства, технологий, инноваций, этики и глобального бизнеса;
разные подходы к коммуникации в сфере продаж.[/ul]
Управление отделом продаж - читать онлайн бесплатно полную версию (весь текст целиком)
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Эта глава во многом основана на следующих источниках: Orville C. Walker, Jr., Gilbert A. Churchill, Jr., and Neil M. Ford, Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research. Journal of Marketing Research 14 (май 1977). С. 156–168. См. также Steven P. Brown, William Cron, and John W. Slocum, Jr., Effects of Goal-Directed Emotions on Salesperson Volitions, C. Fred Miao and Kenneth R. Evans. The Impact of Salesperson Motivation on Role Perceptions and Job Performance-A Cognitive and Affective Perspective. Journal of Personal Selling & Sales Management 27 (зима 2007). С. 89–101.
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Guenzi, Paolo, Luigi M. DeLuca, and Gabriele Troilo. Organizational Drivers of Salespeople’s Customer Orientation and Selling Orientation. Journal of Personal Selling & Sales Management 31 (лето 2011). С. 269–286. Barton A. Weitz. A Critical Review of Personal Selling Research: The Need for Contingency Approaches, in Critical Issues in Sales Management, eds. Albaum and Churchill, Jr., с. 76–126; John Andy Wood. NLP Revisited: Nonverbal Communications and Signals of Trustworthiness. Journal of Personal Selling & Sales Management 26 (весна 2006), стр. 198–204; Arun Sharma, Michael Levy, and Heiner Evanschitzky. The Variance in Sales Performance Explained by the Knowledge Structure of Salespeople. Journal of Personal Selling & Sales Management 27 (весна 2007). С. 169.
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Siew Meng Leong, Paul S. Busch, and Deborah Roedder John. Knowledge Bases and Salesperson Effectiveness: A Script-Theoretic Analysis. Journal of Marketing Research 26 (май 1990). С. 164–178; Richard G. McFarland and Blair Kidwell. An Examination of Instrumental and Expressive Traits on Performance: The Mediating Role of Learning, Prove, and Avoid Goal Orientations. Journal of Personal Selling & Sales Management 26 (весна 2006). С. 143–159.
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R. Kenneth Teas. An Empirical Test of Models of Salespersons’ Job Expectancy and Instrumentality Perceptions. Journal of Marketing Research 18 (май 1981), стр. 209–226. Для эмпирического доказательства того, какие вещи мотивируют продавцов в США и сравнение с мотивацией продавцов в других странах, см. Alex Palmer, Success in Small Steps. Incentive 183 (февраль 2009). С. 44–46.
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Artur Baldauf, David W. Cravens, и Nigel F. Piercy. Examining Business Strategy, Sales Management, and Salesperson Antecedents of Sales Organization Effectiveness. Journal of Personal Selling & Sales Management (весна 2001). С. 109–122; Ken Grant, David W. Cravens, George S. Low, and William C. Moncrief. The Role of Satisfaction with Territory Design on Motivation, Attitudes, and Work Outcomes of Salespeople. Journal of the Academy of Marketing Science (весна 2001). С. 165–178; John W. Barnes, Donald W. Jackson, Jr., Michael D. Hutt, and Ajith Kumar. The Role of Culture Strength in Shaping Sales Force Outcomes. Journal of Personal Selling & Sales Management 26 (лето 2006). С. 255–270.
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