A research agenda for sales. (2021)

• Record Type: Book
• Further Information: Note: Edited by Fernando Jaramillo, Jay P. Mulki.
• Editors: Jaramillo, Fernando; Mulki, Jay P
• Contents: Contents: Preface xv Jay Mulki and Fernando Jaramillo 1 An exploration of sales activities from a service ecosystems perspective 1 Nathaniel N. Hartmann, Heiko Wieland and Bruno Lussier 2 From sales force automation to digital transformation: how social media, social CRM, and artificial intelligence technologies are influencing the sales process 21 Raj Agnihotri 3 Entrepreneurial selling 49 Vincent Onyemah and Martha Rivera-Pesquera 4 The challenges of transitioning to professional selling in family businesses 73 John H. Friar, Joe Ippolito and Ted Clark 5 Managing the latest generations of sales representatives: what Millennials and Generation Z want 91 Dawn R. Deeter-Schmelz 6 The same only different: seven steps of selling in emerging markets 111 Selma Kadić-Maglajić, Nawar N. Chaker and Maja Arslanagić-Kalajdzić 7 Salesperson burnout: the state of research, scaling, and framework advancement 141 Scott C. Ambrose, Brian N. Rutherford, C. David Shepherd and Armen Tashchian 8 Ethics in the workplace: the reality of sales 161 Rebecca Dingus Index.
• Publisher Details: Cheltenham : Edward Elgar Publishing
• Publication Date: 2021
• Extent: 1 online resource
• Subjects: 658.85; Selling
• Languages: English
• ISBNs: 9781788975315
• Related ISBNs: 9781788975308
• Notes: Note: Description based on CIP data; resource not viewed.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.