Concepedia

Sales Development

Sales Development is a strategic sales function that systematically identifies, qualifies, and nurtures potential market opportunities to generate actionable sales pipelines within the broader discipline of Sales Management.

364

Publications

19.9K

Citations

692

Authors

369

Institutions

Publications per year

2017–2026

84

Parents

Children

Publications

364

A Model of Sales.

Hal R. Varian · American Economic Review · 1980 · 1.4K citations

, , +9

How Promotions Work

Robert C. Blattberg, Richard A. Briesch, Edward J. Fox · Marketing Science · 1995 · 647 citations

, , +14

Identifying the key success factors in new product launch

Claudia Di Benedetto · Journal of Product Innovation Management · 1999 · 374 citations

, , +16

The Changing Environment of Selling and Sales Management

Eli Jones, Steven P. Brown, Andris A. Zoltners et al. · Journal of Personal Selling and Sales Management · 2005 · 325 citations · Full text

, , +15

Sales, Marketing, and Research-and-Development Cooperation Across New Product Development Stages: Implications for Success

Holger Ernst, Wayne D. Hoyer, Carsten Rübsaamen · Journal of Marketing · 2010 · 318 citations

, , +11

1–5 of 364

Authors

692

  1. AJ
    Alan J. Dubinsky

    Purdue University West Lafayette, United States

    10 publications · 459 citations

    10

    h-index

  2. ED
    Earl D. Honeycutt

    Elon University, United States

    11 publications · 341 citations

    10

    h-index

  3. GW
    Greg W. Marshall

    Rollins College, United States

    8 publications · 600 citations

    8

    h-index

  4. WC
    William C. Moncrief

    Texas Christian University, United States

    8 publications · 436 citations

    8

    h-index

  5. NG
    Nikolaos G. Panagopoulos

    University of Alabama, United States

    6 publications · 282 citations

    6

    h-index

1–5 of 692

Institutions

369

  1. Baylor University

    Waco, United States

    9 h-index

    13 publications

    439 citations

  2. Northern Illinois University

    DeKalb, United States

    7 h-index

    17 publications

    705 citations

  3. University of Pennsylvania

    Philadelphia, United States

    7 h-index

    9 publications

    312 citations

  4. University of Houston

    Houston, United States

    7 h-index

    9 publications

    1K citations

  5. University of Missouri–Kansas City

    Kansas City, United States

    6 h-index

    9 publications

    587 citations

  6. Louisiana State University

    Baton Rouge, United States

    6 h-index

    6 publications

    238 citations

  7. University of St. Thomas - Minnesota

    Saint Paul, United States

    6 h-index

    7 publications

    328 citations

  8. Ohio University

    Athens, United States

    5 h-index

    7 publications

    275 citations

1–8 of 369

Venues

  1. Industrial Marketing Management

    59 publications · 3.2K citations

    32

    h-index

  2. Journal of Personal Selling and Sales Management

    JPSSM · 60 publications · 3.7K citations

    32

    h-index

  3. Journal of Marketing

    JM · 20 publications · 1.4K citations

    15

    h-index

  4. Journal of Marketing Education

    JME · 14 publications · 414 citations

    13

    h-index

  5. Journal of the Academy of Marketing Science

    12 publications · 583 citations

    12

    h-index

1–5