Exploring group support systems in sales management applications
Article Abstract:
Getting honest and candid information from sales personnel is a challenge faced by all sales managers. This is especially difficult when dealing with sensitive issues such as specific employee productivity, personalities, or other potentially charged subjects. This article examines the use of a Group Support System to improve participation and response from sales personnel in reply to sales management's inquiry concerning specific marketing and internal issues. Group Support Systems (GSS) use networked personal computers to facilitate meetings, build consensus, stimulate brainstorming, and provide feedback in an environment that promotes candor and openness. Results confirm that the use of GSS increases quality involvement in providing feedback while decreasing the corresponding time and effort required for the process. (Reprinted by permission of the publisher.)
Publication Name: Journal of Personal Selling & Sales Management
Subject: Retail industry
ISSN: 0885-3134
Year: 1996
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The acquisition and use of sales force automation by mid-sized manufacturers
Article Abstract:
The decade of the nineties has seen considerable attention devoted to the application of information technology to the sales force. This paper reports on an empirical investigation into the factors that relate to the acquisition and effective use of sales force automation. Several correlates relating to the firm's acquisition of sales force technology were identified. In contrast, relatively few variables appear related to whether or not the organization will realize any actual benefits from such investments. A key determinant appears to be whether the firm anticipates that sales force automation is likely to have an impact on areas of the organization extending beyond the sales force itself. The paper concludes with some implications of the findings of the investigation and some suggestions for future research. (Reprinted by permission of the publisher.)
Publication Name: Journal of Personal Selling & Sales Management
Subject: Retail industry
ISSN: 0885-3134
Year: 1999
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Exploring the impact of critical sales events
Article Abstract:
In two different studies of large industrial sales forces, the frequency of positive and negative critical sales events is shown to affect sales force satisfaction and performance, both directly and indirectly through their impact on role stress. Managerial variables (training and leadership) also affected role stress, satisfaction, and performance, both directly and as moderators. Despite the differences in sales forces/selling situations and the use of different performance measures in the two studies, the results are reasonably consistent and provide solid evidence that critical sales events add to our ability to explain sales force outcomes and are worth further research and managerial attention. (Reprinted by permission of the publisher.)
Publication Name: Journal of Personal Selling & Sales Management
Subject: Retail industry
ISSN: 0885-3134
Year: 1998
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