A Research Agenda for Sales
Edward Elgar Publishing Ltd (Verlag)
978-1-78897-530-8 (ISBN)
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.
Edited by Fernando Jaramillo, Marketing Professor and Associate Dean, College of Business, The University of Texas at Arlington and Jay Prakash Mulki, Associate Professor, Marketing Group, D’Amore-McKim School of Business, Northeastern University, US
Contents:
Preface xv
Jay Mulki and Fernando Jaramillo
1 An exploration of sales activities from a service
ecosystems perspective 1
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 21
Raj Agnihotri
3 Entrepreneurial selling 49
Vincent Onyemah and Martha Rivera-Pesquera
4 The challenges of transitioning to professional
selling in family businesses 73
John H. Friar, Joe Ippolito and Ted Clark
5 Managing the latest generations of sales
representatives: what Millennials and Generation
Z want 91
Dawn R. Deeter-Schmelz
6 The same only different: seven steps of selling in
emerging markets 111
Selma Kadić-Maglajić, Nawar N. Chaker and
Maja Arslanagić-Kalajdzić
7 Salesperson burnout: the state of research,
scaling, and framework advancement 141
Scott C. Ambrose, Brian N. Rutherford, C. David
Shepherd and Armen Tashchian
8 Ethics in the workplace: the reality of sales 161
Rebecca Dingus
Index
Erscheinungsdatum | 15.01.2021 |
---|---|
Reihe/Serie | Elgar Research Agendas |
Verlagsort | Cheltenham |
Sprache | englisch |
Maße | 156 x 234 mm |
Themenwelt | Schulbuch / Wörterbuch ► Lexikon / Chroniken |
Sonstiges ► Geschenkbücher | |
Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb | |
ISBN-10 | 1-78897-530-8 / 1788975308 |
ISBN-13 | 978-1-78897-530-8 / 9781788975308 |
Zustand | Neuware |
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