Format:
1 Online-Ressource (208 Seiten)
ISBN:
9781788975315
Series Statement:
Elgar research agendas
Content:
Contents: Preface / Jay Mulki and Fernando Jaramillo -- 1 An exploration of sales activities from a service ecosystems perspective / Nathaniel N. Hartmann, Heiko Wieland and Bruno Lussier -- 2 From sales force automation to digital transformation: how social media, social CRM, and artificial intelligence technologies are influencing the sales process / Raj Agnihotri -- 3 Entrepreneurial selling / Vincent Onyemah and Martha Rivera-Pesquera -- 4 The challenges of transitioning to professional selling in family businesses / John H. Friar, Joe Ippolito and Ted Clark -- 5 Managing the latest generations of sales representatives: what Millennials and Generation Z want / Dawn R. Deeter-Schmelz -- 6 The same only different: seven steps of selling in emerging markets / Selma Kadić-Maglajić, Nawar N. Chaker and Maja Arslanagić-Kalajdzić -- 7 Salesperson burnout: the state of research, scaling, and framework advancement / Scott C. Ambrose, Brian N. Rutherford, C. David Shepherd and Armen Tashchian -- 8 Ethics in the workplace: the reality of sales / Rebecca Dingus -- Index.
Content:
"A Research Agenda for Sales presents a roadmap of the future of sales. Eight recognized sales scholars discuss ideas that scholars are exploring and that firms can use for success in hypercompetitive markets with demanding customers. Featuring original research and current developments in the field, the chapters focus on critical topics and provide answers to important questions by company leaders and sales scholars. Salespeople are leveraging technological developments and shaping the evolution of customer orientation. At the same time, there are challenges and opportunities from artificial intelligence and digitalization. This book looks at these topics and explores ways that entrepreneurs and family business owners can overcome sales challenges and use professional selling to grow their business as well as what can sales managers do to attract talented millennials and Gen Z salespeople and keep them motivated. Traditional sales concepts and process practiced in the developed economies may apply to emerging economies and one chapter looks at this process. Lastly, the book explores what business executives can do to promote an ethical climate while reducing salespersons' burnout and strain. Academically rigorous and user friendly, these pages explore timely concepts that are important for researchers, practitioners, and scholars in the sales field"--
Note:
Includes bibliographical references and index
Additional Edition:
ISBN 9781788975308
Additional Edition:
Erscheint auch als ISBN 9781788975308(hardback)
Language:
English
Keywords:
Electronic books
;
Aufsatzsammlung
DOI:
10.4337/9781788975315
URL:
Volltext
(URL des Erstveröffentlichers)
Bookmarklink
