Bibliographic Details
| Title: |
Salesperson lifecycle management: Challenges and research priorities. |
| Authors: |
Alavi, Sascha1 (AUTHOR), Habel, Johannes2 (AUTHOR) jhabel@bauer.uh.edu, Vomberg, Arnd3 (AUTHOR) |
| Source: |
Journal of Personal Selling & Sales Management. Sep2024, Vol. 44 Issue 3, p209-218. 10p. |
| Subject Terms: |
*Executive recruiting, *Sales personnel, Evidence gaps, Research questions, University research |
| Abstract: |
In today's "war for talent," effectively managing the salesperson lifecycle is more crucial than ever. This process, which encompasses hiring, onboarding, managing, developing, retaining, and terminating salespeople, is fraught with many challenges that have been neglected by academic research. This special issue helps to close the prevailing research gaps through six high-quality articles about salesperson lifecycle management, answering important research questions related to the stages of hiring, onboarding, managing, and retaining. In addition, this editorial outlines key managerial challenges and emerging research priorities, laying the foundation for future research on salesperson lifecycle management. It also presents the results of a survey conducted with sales managers, confirming the challenges they face and the importance of the proposed research priorities. Future articles can draw on these statistics to find and motivate research topics worthy of investigation. [ABSTRACT FROM AUTHOR] |
|
Copyright of Journal of Personal Selling & Sales Management is the property of Taylor & Francis Ltd and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.) |
| Database: |
Business Source Complete |
|
Full text is not displayed to guests. |
Login for full access.
|
