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Sales Effectiveness and Firm Performance: A Small Firm Perspective (Report)

Entrepreneurial Executive 2005, Annual, 10

Entrepreneurial Executive

This book is available for download with iBooks on your Mac or iOS device, and with iTunes on your computer. Books can be read with iBooks on your Mac or iOS device.

Description

ABSTRACT The purpose of this exploratory study was to examine the relationship between sales effectiveness and small firm performance in a time when a proliferation of technological innovations are available for use by salespeople. One such innovation, CRM systems, will be focused on in this study. A multi-item construct of sales effectiveness was linked to three non-financial performance measures. Over sixty sales representatives were surveyed and the regression analysis was used to examine the data. The results suggested that different sales effectiveness variables--resource management, perceived usefulness, perceived ease of use, general attitude toward technology and comfort level are significantly and positively associated with small firm performance.

Sales Effectiveness and Firm Performance: A Small Firm Perspective (Report)
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  • $5.99
  • Available on iPhone, iPad, iPod touch, and Mac.
  • Category: Business & Personal Finance
  • Published: 01 January 2005
  • Publisher: The DreamCatchers Group, LLC
  • Seller: The Gale Group, Inc.
  • Print Length: 19 Pages
  • Language: English
  • Requirements: To view this book, you must have an iOS device with iBooks 1.3.1 or later and iOS 4.3.3 or later, or a Mac with iBooks 1.0 or later and OS X 10.9 or later.

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