J Personal Selling Sales Man
Introduction
Journal of Personal Selling & Sales Management, 44(3)
INTEREST CATEGORY: SELLING AND SALES MAN
POSTING TYPE: TOCs
Editorial
Salesperson lifecycle management: Challenges and research priorities
—Sascha Alavi, Johannes Habel & Arnd Vomberg [] []
Research Articles
The early-tenure salesperson: sales effort and sales growth during the ramp-up period
—Michael C. Peasley & Bryan Hochstein [] []
Understanding why and when sales role focus affects salesperson turnover: Do career aspirations and age play a role?
—Muzi Liu, Babu John-Mariadoss, U. N. Umesh & Yuan Wen [] []
In search of digital solution sellers: the role of non-monetary motivation and empowering leadership behaviors
—Paolo Guenzi & Edwin J. Nijssen [] []
Increasing graduates’ interest in B2B sales: how to dispel lay beliefs, fight stigma, and create a profession of choice
—Aline Isabelle Lanzrath, Christian Homburg & Robin-Christopher M. Ruhnau [] []
Personality matters: how adaptive selling skills mediate the effect of personality traits on salespeople’s exploited cross-selling potential
—Christian Homburg, Maximilian Knapp & Robin Wagner-Fabisch [] []
Linking sales force integration into NPD to salesperson retention: toward a systematic framework |
—Jana-Kristin Prigge, Kevin Schwehm & Isabell Sieberz [] []