search query: @indexterm SALESPEOPLE / total: 142
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| Author: | Chonko, L.B (et al.) |
| Title: | Organizational and individual learning in the sales force: an agenda for sales research |
| Journal: | Journal of Business Research
2003 : DEC, VOL. 56:12, p. 935-946 |
| Index terms: | Organizational learning Salespeople Learning Change Management Research |
| Language: | eng |
| Abstract: | In recent years, marketing scholars have proposed that learning is a key to creating a sustainable competitive advantage and enhancing business performance. This article addresses the issue of learning and aims to establish learning as legitimate variable for study as it relates to sales force management. To that end, there is an endeavour to provide a research agenda for the examination of learning in a sales force context. A review of the pertinent literature on individual and organizational learning is provided. Included in the presentation is a discussion of change success measures going beyond the traditional measure of sales force success sales volume. |
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