Concepedia

Sales Management

Sales management is the organizational management function encompassing the planning, recruitment, training, motivation, direction, and evaluation of sales personnel and the implementation of sales strategies to achieve organizational sales objectives.

3.5K

Publications

237.4K

Citations

4.8K

Authors

1.7K

Institutions

Publications per year

2017–2026

746

Parents

Children

Publications

3.5K

Relationship Quality in Services Selling: An Interpersonal Influence Perspective

Lawrence A. Crosby, Kenneth R. Evans, Deborah Cowles · Journal of Marketing · 1990 · 4K citations

, , +11

Relationship Quality in Services Selling: An Interpersonal Influence Perspective

Lawrence A. Crosby, Kenneth R. Evans, Deborah Cowles · Journal of Marketing · 1990 · 2.1K citations

, , +11

The SOCO Scale: A Measure of the Customer Orientation of Salespeople

Robert Saxe, Barton A. Weitz · Journal of Marketing Research · 1982 · 1.5K citations

, , +11

A Model of Sales.

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

, , +9

MANAGING CUSTOMER SERVICES: HUMAN RESOURCE PRACTICES, QUIT RATES, AND SALES GROWTH.

Rosemary Batt · Academy of Management Journal · 2002 · 1.3K citations

, , +16

1–5 of 3.5K

Authors

4.8K

  1. DW
    David W. Cravens

    Texas Christian University, United States

    42 publications · 3.6K citations

    33

    h-index

  2. AJ
    Alan J. Dubinsky

    Purdue University West Lafayette, United States

    55 publications · 3.1K citations

    32

    h-index

  3. GW
    Greg W. Marshall

    Rollins College, United States

    34 publications · 2.6K citations

    27

    h-index

  4. BA
    Barton A. Weitz

    University of Florida, United States

    27 publications · 11.1K citations

    25

    h-index

  5. AS
    Arun Sharma

    University of Miami, United States

    31 publications · 2.7K citations

    25

    h-index

1–5 of 4.8K

Institutions

1.7K

  1. University of Houston

    Houston, United States

    36 h-index

    74 publications

    6.4K citations

  2. Texas Christian University

    Fort Worth, United States

    34 h-index

    71 publications

    6.1K citations

  3. Pennsylvania State University

    State College, United States

    33 h-index

    58 publications

    11.9K citations

  4. Baylor University

    Waco, United States

    29 h-index

    58 publications

    3K citations

  5. University of Alabama

    Tuscaloosa, United States

    29 h-index

    49 publications

    6.6K citations

  6. Texas A&M University

    College Station, United States

    28 h-index

    54 publications

    4.5K citations

  7. Georgia State University

    Atlanta, United States

    28 h-index

    60 publications

    7.3K citations

  8. College of Business Administration

    Riga, Latvia

    27 h-index

    45 publications

    3.8K citations

1–8 of 1.7K

Venues

  1. Journal of Personal Selling and Sales Management

    JPSSM · 573 publications · 32.3K citations

    93

    h-index

  2. Journal of Marketing

    JM · 200 publications · 35.9K citations

    91

    h-index

  3. Journal of Marketing Research

    165 publications · 25.3K citations

    75

    h-index

  4. Industrial Marketing Management

    238 publications · 13.7K citations

    62

    h-index

  5. Journal of the Academy of Marketing Science

    108 publications · 12.5K citations

    57

    h-index

1–5

See also

Sales Management

Core Functions

Sales Strategy

Performance Metrics

Training Practices

Incentive Systems