COVID-19 has proven to be a disruptive and world-altering event often forcing professional
salespeople to rapidly change the manner in which they do business. Thereby, this …

Purpose Value-based selling (VBS) is increasingly a key success factor in business to
business (B2B) settings, but its relationship with digital solutions selling (DSS) has not been …

This study integrates identification and motivation theory to show the relationship between a
salesperson's perceived personal identification with his/her supervisor, intrinsic and extrinsic …

The notion of salesforce control systems, in segregation and amalgamation with other
variables, in the past been the most commonly studied variable in the domain of salesforce …

Selling is facing an unprecedented process of change, which has been named the Sales
Transformation. Theory is also trying to define this phenomenon, by approaching it mostly …

Purpose The increasingly complex business-to-business (B2B) sales process necessitates
that sales managers strike the right balance between appropriate resource allocation, while …

Purpose To most people, money is a motivator, which is robustly true for salespeople. A high
love of money attitude predicts university students' poor academic performance in a …

Purpose This study aims to explore employee-customer identification and its consequences
in the banking, financial service and insurance (BFSI) sector. We also look at the mediating …

Sales education has experienced significant growth recently, both in the number of schools
offering sales programs and in the amount of pedagogical attention dedicated to advancing …

This study assesses the impact of empathy and grit when applied by industrial marketers
utilizing a customer oriented selling approach. Empathy and grit have been individually …