So, you want to start a sales center? An organizational learning approach to sales center formation and growth

Cindy B. Rippé, Shannon Cummins, Olivia J. DeGeorge
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引用次数: 1

Abstract

ABSTRACT Growth in demand for qualified salespeople has resulted in an increase in both university sales programs and the number of schools that want to transition their programs into sales centers and institutes. Despite this interest, few published articles provide direction on how to plan and launch a sales center. This research examines the views and experiences of existing and aspiring sales center directors to gain deeper insights into the tactics and techniques used for sales center creation and management. Leveraging an organizational learning theory approach, this work uses a mixed-method design to compare aspiring centers’ concerns with the experience and advice of existing center directors.
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你想开个销售中心吗?销售中心形成与成长的组织学习方法
摘要对合格销售人员需求的增长导致了大学销售项目的增加,以及希望将其项目转变为销售中心和机构的学校数量的增加。尽管有这种兴趣,但很少有发表的文章提供如何规划和启动销售中心的指导。本研究考察了现有和有抱负的销售中心主管的观点和经验,以更深入地了解用于创建和管理销售中心的策略和技术。利用组织学习理论方法,这项工作使用混合方法设计,将有抱负的中心的关注点与现有中心主任的经验和建议进行比较。
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CiteScore
4.00
自引率
6.20%
发文量
21
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