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

Frino, Michael G.; Desiderio, Katie P.

doi:10.1002/piq.21128

Cited by 9 publications

(7 citation statements)

References 12 publications

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“…During our exploratory data analysis, we discovered that the correlation between business-to-business (B2B) sales performance and job satisfaction was statistically significant (Frino, 2010). Employees must be happy to want to work towards the mission of the organization.…”

Section: Driver I: Job Satisfactionmentioning

confidence: 98%

Toward a Theory of Patient-Focused Selling

Frino

Desiderio

2018

Perf. Improv.

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This conceptual research addresses the gap in the literature surrounding appropriate sales processes for healthcare-sales professionals. Building on the work of Skinner (1950), Gudine and Thorne (2001), Ahearne (2007), and Gilbert (1978), a new framework for sales training is proposed to encourage a more congruent approach to interacting with customers in the healthcare field. In addition it has implications to cultivate learning experiences in corporate training programs and to forge a new foundation for healthcare-sales professionals. (2007). Examining the effect of salesperson service behavior in a competitive context.

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Section: Driver I: Job Satisfactionmentioning

confidence: 98%

Toward a Theory of Patient-Focused Selling

Frino

Desiderio

2018

Perf. Improv.

Self Cite

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“…Каждый год компании по всему миру тратят миллиарды долларов на различные программы обучения команды специалистов по продажам [57]. Тем не менее руководители предприятий могут ясно не замечать некий пробел, который постоянно существует между средним уровнем показателей специалиста по продажам и высоким уровнем, хотя продуктивность присутствует и в том, и в другом случае [58]. Именно такой разрыв в производительности труда специалистов по продажам, зачастую можно компенсировать и, как следствие, увеличить прибыль предприятия.…”

Section: роль эмоционального интеллекта в деятельности предприятияunclassified

Влияние Эмоционального Интеллекта Работников Предприятия На Результаты Его Деятельности

Кельчевская¹,

Пелымская²,

Чешко³

2020

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Монография посвящена оценке влияния эмоционального интеллекта работников на результаты экономической деятельности предприятия. Теоретическая и практическая значимость монографии заключается в расширении научных представлений о развитии предприятия на основе уровня эмоционального интеллекта сотрудников.В монографии исследуются основные теоретические аспекты эмоционального интеллекта и показано влияние уровня эмоционального интеллекта сотрудников на результаты как их деятельности, так и предприятия, авторами определены и развиты методические подходы к повышению эффективности деятельности предприятия с учетом уровня эмоционального интеллекта сотрудников.Монография может быть полезна студентам, аспирантам, экономистам, руководителям предприятий и практическим работниками в области экономики предприятия и эмоционального интеллекта.

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“…A newest meta-analysis obtained from 16 studies show that performance and behavior have significant influence on job satisfaction (Riketta, 2008). Frino (2010) stated that job satisfaction has certain influences toward the job performance of professional salesmen. Yang (2012) found that job satisfaction positively influenced the job performance.…”

Section: Conceptual Framework Of the Studymentioning

confidence: 99%

Untitled

2017

RJOAS

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The study provides information on approaches to the problem of ensuring of Food security in the country. The levels and the models of Food security and the theoretical aspects of national Food security are investigated in this research. It was found that there are five levels of Food security that go from total autonomy in the food supply to the total dependence from the exporters. The models also represent the ideas from two different approaches to the economy: Protectionism and Free Market. The strategic goal of Food security is to provide the population of the country with the safe agricultural and fish products. International specialization and cooperation contributes to the achievement of food supply and demand balance that helps to prevent food crises and ensure Food security at the international level. Stability of domestic production, as well as the availability of the necessary resources is the guarantee for achieving of national Food security. This study provides evidence that the competitiveness of national business in food market should be increased to develop Economy and to ensure Food security. This problem could be solved due to the mobilization of competitive advantages of domestic companies. For Russian food and trade companies main competitive advantages are: natural resources, unoccupied territories, production facilities, cheap labor force and cooperation with other Russian organizations and international business. In conclusion it was mentioned that to enhance the food manufacturers' competitive potential it is necessary to create a fair trading environment that ensures Food security for the population and allows Russian manufacturers of different sizes to grow.

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

Cited by 9 publications

References 12 publications

Toward a Theory of Patient-Focused Selling

Toward a Theory of Patient-Focused Selling

Влияние Эмоционального Интеллекта Работников Предприятия На Результаты Его Деятельности

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