Resource Utilization of Salespeople and Prospecting Performance
Description:
Every day, salespeople span boundaries, coordinate internal and external expertise, leverage social capital, mobilize the tangible and intangible resources of their firm, and try to create value for all stakeholders. Recognizing the important roles of salespeople, Evans et al. (2012) and Lassk et al. (2012) call for more research on the usage of skills, knowledge, people, strategies, expertise, and other resources of salespeople to produce the desired outcomes. Responding to their calls, this s…
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Date:
December 2014
Creator:
Nguyen, Thuy D.
Partner:
UNT Libraries