Sales capability and performance: role of market orientation, personal and management capabilities / Capacidade de vendas e desempenho: papel da orientação para o mercado, capacidades pessoais e gerenciais

Sales capability and performance: role of market orientation, personal and management capabilities / Capacidade de vendas e desempenho: papel da orientação para o mercado, capacidades pessoais e gerenciais

Purpose: This article aims to explain the relationships between sales capabilities, which are split into personal selling and sales force management, both from the manager’s point of view, and financial/customer performance in market-oriented firms. Originality/value: This research is the first...

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Bibliographic Details
Main Authors: Graziela P. Rodrigues, Tomas S. Martins
Format: Article
Language:Spanish
Published: Universidade Presbiteriana Mackenzie 2020-08-01
Series:RAM. Revista de Administração Mackenzie
Subjects:
sales capability
personal selling
sales force management
market orientation
organizational performance
capacidade de vendas
vendas pessoal
gestão da força de vendas
orientação para o mercado
performance organizacional
Online Access:https://www.scielo.br/j/ram/a/fjvjbJNHYftcrGGXJmL5GrL/?lang=en

Internet

https://www.scielo.br/j/ram/a/fjvjbJNHYftcrGGXJmL5GrL/?lang=en

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