论文信息 - Selling Activity and Sales Position Taxonomies for Industrial Salesforces

Selling Activity and Sales Position Taxonomies for Industrial Salesforces

The author develops a comprehensive inventory of selling activities and uses it to analyze the jobs of 1393 salespeople employed by 51 industrial selling organizations. He also develops a taxonomy of sales activities based on frequency of occurrence of 121 sales activities. In addition, a taxonomy of six industrial sales jobs is created from configurations of sales activity factors. Managerial implications of the findings are discussed and directions for further research are proposed.

William C. Moncrief | W. Moncrief

[1] Warren S. Sarle,et al. Cubic Clustering Criterion , 1983 .

[2] Girish N. Punj,et al. Cluster Analysis in Marketing Research: Review and Suggestions for Application , 1983 .

[3] John W. Slocum,et al. The Influence of Career Stages on Salespeople's Job Attitudes, Work Perceptions, and Performance , 1986 .

[4] J. Hair. Multivariate data analysis , 1972 .

[5] Raymond Frank Piper,et al. The fields and methods of knowledge : a textbook in orientation and logic , 1931 .

[6] G. Howells. The successful salesman: a personality analysis , 1968 .

[7] J. Guilford. Psychometric methods, 2nd ed. , 1954 .

[8] R. Bagozzi. Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal, and Situational Factors , 1978 .

[9] Shelby D. Hunt,et al. Marketing theory : conceptual foundations of research in marketing , 1977 .

[10] D. Bellenger,et al. Sales management : decision making for improved profitability , 1980 .