ADVANCING SALES PERFORMANCE RESEARCH: A FOCUS ON FIVE UNDERRESEARCHED TOPIC AREAS

摘要

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.