[DOWNLOAD] "Sales Effectiveness and Firm Performance: A Small Firm Perspective (Report)" by Entrepreneurial Executive # Book PDF Kindle ePub Free

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eBook details

• Title: Sales Effectiveness and Firm Performance: A Small Firm Perspective (Report)
• Author : Entrepreneurial Executive
• Release Date : January 01, 2005
• Genre: Business & Personal Finance,Books,
• Pages : * pages
• Size : 266 KB

Description

ABSTRACT 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.

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