Salesperson lifecycle management: Challenges and research priorities

Sascha Alavi, Johannes Habel, Arnd Vomberg
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Abstract

In today’s “war for talent,” effectively managing the salesperson lifecycle is more crucial than ever. This process, which encompasses hiring, onboarding, managing, developing, retaining, and termi...
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销售人员生命周期管理:挑战和研究重点
在当今的 "人才争夺战 "中,有效管理销售人员的生命周期比以往任何时候都更为重要。这一过程包括招聘、入职、管理、发展、保留和终止。
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来源期刊
CiteScore
5.70
自引率
36.40%
发文量
32
期刊介绍: As the only scholarly research-based journal in its field, JPSSM seeks to advance both the theory and practice of personal selling and sales management. It provides a forum for the exchange of the latest ideas and findings among educators, researchers, sales executives, trainers, and students. For almost 30 years JPSSM has offered its readers high-quality research and innovative conceptual work that spans an impressive array of topics-motivation, performance, evaluation, team selling, national account management, and more. In addition to feature articles by leaders in the field, the journal offers a widely used selling and sales management abstracts section, drawn from other top marketing journals.
期刊最新文献
Salesperson lifecycle management: Challenges and research priorities Individual perceptions of leadership emergence in the B2B sector and its impact on perceived team sales performance Research note: the impact of CI diversity and organizational tenure on the relationship between competitive intelligence and sales performance: a meta-analytic review Personal selling and sales management abstracts Understanding why and when sales role focus affects salesperson turnover: Do career aspirations and age play a role?
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