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SALES EFFECTIVENESS AND FIRM PERFORMANCE: A SMALL FIRM PERSPECTIVE
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Journal Article
SALES EFFECTIVENESS AND FIRM PERFORMANCE: A SMALL FIRM PERSPECTIVE
2005
Overview
The purpose of this exploratory study was to examine the relationship between sales effectiveness and small firm performance in a time when a proliferation of technological innovations are available for use by salespeople. One such innovation, CRM systems, will be focused on in this study. A multi-item construct of sales effectiveness was linked to three non-financial performance measures. Over sixty sales representatives were surveyed and the regression analysis was used to examine the data. The results suggested that different sales effectiveness variables-resource management, perceived usefulness, perceived ease of use, general attitude toward technology and comfort level are significantly and positively associated with small firm performance. [PUBLICATION ABSTRACT]
Publisher
Jordan Whitney Enterprises, Inc
Subject
