Sales Effectiveness and Firm Performance: A Small Firm Perspective (Report)
Entrepreneurial Executive 2005, Annual, 10
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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.
- Category: Business & Personal Finance
- Published: 01 January 2005
- Publisher: The DreamCatchers Group, LLC
- Seller: The Gale Group, Inc.
- Print Length: 19 Pages
- Language: English