The Role of Demographics as Predictors of Successful Performance of Sales Professionals in Business-to-Business Sales Organizations

被引：2

作者：

Frino, Michael ^{[1
]}

Desiderio, Katie ^{[2
]}

机构：

[1] Barry Univ, Miami, FL 33161 USA

[2] Moravian Coll, Management, Bethlehem, PA USA

来源：

PERFORMANCE IMPROVEMENT QUARTERLY | 2013年 / 25卷 / 04期

关键词：

D O I：

10.1002/piq.21128

中图分类号：

F24 [劳动经济];

学科分类号：

020106 ; 020207 ; 1202 ; 120202 ;

摘要：

The purpose of this study was to examine the impact demographic variables of gender and sales experience have on the performance of business-to-business (B2B) sales professionals. If a deeper understanding can be established of how gender and sales experience variables relate to B2B sales performance, human resource development (HRD) and human performance improvement (HPI) professionals can use these indicators during the hiring and selection process. This article reports findings of the study and offers implications to the field of HRD and HPI.

引用

页码：7 / 21

页数：15

共 50 条

[41] Business-to-business selling in the post-COVID-19 era: Developing an adaptive sales force
Rangarajan, Deva
Sharma, Arun
Lyngdoh, Teidorlang
Paesbrugghe, Bert
BUSINESS HORIZONS, 2021, 64 (05) : 647 - 658
[42] An investigation into business-to-business electronic commerce organizations
CBRCC, Division of Health Sciences, Curtin University of Technology, GPO Box U1987, Perth, WA 6845, Australia
不详
不详
不详
J. Res. Pract. Inf. Technol., 2008, 1 (3-18):
[43] Business insurance sales
Kalman, Randy
INDUSTRIAL ENGINEER, 2006, 38 (10): : 14 - 14
[44] An investigation into business-to-business electronic commerce organizations
Lin, Chad
Pervan, Graham
Tsao, Hsiu-Yuan
Lin, Koong H. -C.
JOURNAL OF RESEARCH AND PRACTICE IN INFORMATION TECHNOLOGY, 2008, 40 (01): : 3 - 18
[45] Creating value in business relationships: The role of sales
Haas, Alexander
Snehota, Ivan
Corsaro, Daniela
INDUSTRIAL MARKETING MANAGEMENT, 2012, 41 (01) : 94 - 105
[46] The role of the predictive gamification to increase the sales performance: a novel business approach
Rocha, Elenise Martins
Pereira, Giancarlo Medeiros
Pacheco, Diego Augusto de Jesus
JOURNAL OF BUSINESS & INDUSTRIAL MARKETING, 2019, 35 (05) : 817 - 833
[47] Continuous techno-training and business-to-business salesperson success: How boosting techno-efficacy enhances sales effort and performance
Rayburn, Steven W.
Badrinarayanan, Vishag
Anderson, Sidney T.
Gupta, Aditya
JOURNAL OF BUSINESS RESEARCH, 2021, 133 : 66 - 78
[48] Different roads lead to Rome: A configurational investigation of solution Salespeople's sales success in business-to-business markets
Bongers, Franziska M.
Keller, Alisa K.
Stoffer, Gloria
Schumann, Jan Hendrik
Totzek, Dirk
Ulaga, Wolfgang
INDUSTRIAL MARKETING MANAGEMENT, 2025, 126 : 251 - 265
[49] Communication Preferences of Business-to-Business Buyers for Receiving Initial Sales Messages: A Comparison of Media Channel Selection Theories
Anders, Abram D.
Coleman, Joshua T.
Castleberry, Stephen B.
INTERNATIONAL JOURNAL OF BUSINESS COMMUNICATION, 2020, 57 (03) : 370 - 400
[50] Business performance management system for CRM and sales execution
Ettl, M
Zadrozny, B
Chowdhary, P
Abe, N
SIXTEENTH INTERNATIONAL WORKSHOP ON DATABASE AND EXPERT SYSTEMS APPLICATIONS, PROCEEDINGS, 2005, : 908 - 913

← 1 2 3 4 5 →