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 142
- Downloads 0
Brand personality traits: the Chilean Pension Fund Administrators case
Chilean pension fund industry is largely questioned by public; therefore it becomes essential to work on a strategy to enhance brand’s credibility and positioning. This study objective is to analyze and build a brand per...
Psychological types and learning styles of undergraduate students of an economic and administrative science faculty in Chile
The aim of this study is to explore the psychological types and learning styles of Economic and Administrative Science students in Chile. A quantitative study with 231 undergraduate students was carried out, based on the...
Work-life balance practices and organizational commitment of academics at a Chilean University
Human resource policies and practices that improve work conditions, as well as employee adaptation to modern life demands affect the institution’s valuation within the Corporate Social Responsibility (CSR) framework. Amo...
Rational and impulsive purchasing behavior of young students in shopping centers
Shopping centers are dynamic and changing systems that gather diverse offers of brands, products and services, becoming attractive environments for buyers, who are faced with the "buy or not buy" dilemma or, " buy now or...
Characterizing the Buyer Decision Process: the ZMOT model in Chile’s technology sector
This study presents an updated application model that identifies the intervening factors in the buyer decision process. In traditional research, the consumer is said to confront two moments of truth before making the dec...