Sales prospecting framework: Marketing team, salesperson competence, and sales structure

Sales prospecting framework: Marketing team, salesperson competence, and sales structure

Sales management is an integral part of virtually all market exchanges. Marketing team, sales opportunities, salesperson skills, firm sales resources, digital platforms, and sales compensation plan create a marketing-salesperson-firm dynamic underlying the sales prospecting framework. Firm’s manager...

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Bibliographic Details
Main Authors: Valter Afonso Vieira, Danny Pimentel Claro
Format: Article
Language:English
Published: Associação Nacional de Pós-Graduação e Pesquisa em Administração (ANPAD) 2021-01-01
Series:BAR: Brazilian Administration Review
Subjects:
marketing
sales
funnel
performance
prospect
Online Access:https://bar.anpad.org.br/index.php/bar/article/view/503

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