Managing sale forces: An exploratory study of the Chilean companies using the Delphi method
Journal Title: RAN - Revista Academia & Negocios - Year 2017, Vol 2, Issue 2
Abstract
Actual organizations face many challenges, and one of the most important is how they manage their sales forces. The aim of this study is to determine the reality of the strategic sales management with a focus on what is done in Chile. The specific objectives are the study of the various key performance indicators that generate increases in sales productivity of firms such as the activity of the salespeople, the role of managers and performance management among others. A prospective study was carried out through the Delphi method with responses from a balanced panel of experts including managers, academics and consultants, and contrasting results by means of a survey of salespeople from different industries in Chile. At the end of the study we deliver multiple suggestions for improvements.
Authors and Affiliations
Jorge Bullemore, Eduard Cristóbal Fransi
Keywords
Related Articles
- EP ID EP339809
- DOI -
- Views 134
- Downloads 0
Personality traits associated with success in Mexican exporters
The objective of this research is to identify the personality traits associated with success in exporting by Mexican entrepreneurs in the Guadalajara metropolitan area. The main justification for carrying out this study...
Comparative study of external variables that influence the decision to purchase sports equipment by young people
The study of consumer behavior increasingly seduces not only market researchers but also entrepreneurs who are constantly seeking new alternatives and guidelines to effectively manage their businesses. Over the decades,...
Governance, leadership and management model in higher education institutions applied to the curricular innovation
Curricular processes are important resources to face the academic management challenges in Higher Education today. In this study a model of Governance, Leadership and Management of curricular processes is developed and t...
Linkages and absorptive capacity of medical device manufacturers
The purpose of the paper is to expand understanding of knowledge spillovers from productivity linkages between multinational and local companies. It also seeks to identify the relationship between productivity linkages a...
Young adult debt rate and financial education in Chile
The ability to manage personal finances has become increasingly important when assessing savings and bank loans alternatives. However, different studies have shown that young people have not received a good financial edu...