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Journal articles (2012), Journal of Personal Selling and Sales Management, 32 (1), pp. 89-105

Advancing Sales Performance Research: A Focus on Five Under Researched Topic Areas

Evans Kenneth, McFarland Richard , Dietz Bart, Jaramillo Fernando

This paper focuses on five critical, yet underresearched, areas vital to sales performance in a marketplace that is increasingly more complex, more demanding of customized solutions, and more relationship focused. The five topic areas addressed are the ability to marshal intraorganizational resources by salespeople, salesperson creativity, examining the buyer–seller interaction in terms of salesperson influence tactics behaviors and the importance of establishing credibility with buyers as a basis of influence, ethics relative to the buying and selling organization simultaneously, and selling teams. Research implications for each topic area are advanced. Link to the article

EVANS, K., MCFARLAND, R., DIETZ, B. and JARAMILLO, F. (2012). Advancing Sales Performance Research: A Focus on Five Under Researched Topic Areas. Journal of Personal Selling and Sales Management, 32(1), pp. 89-105.