Salesforce Effectiveness is a performance construct that measures the extent to which a sales force achieves desired cross-selling outcomes relative to strategic objectives, distinguishing it from general sales productivity by focusing specifically on the integration and execution of cross-selling initiatives within customer interactions.
111
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11.5K
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207
Authors
127
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Publications per year
2017–2026
14
Parents
Publications
111
Effectiveness in Sales Interactions: A Contingency Framework
Barton A. Weitz · Journal of Marketing · 1981 · 650 citations
1–5 of 111
Authors
207
- DW
12
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5
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4
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4
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4
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1–5 of 207
Institutions
127
Texas Christian University
Fort Worth, United States
10 h-index
11 publications
1.2K citations
University of Memphis
Memphis, United States
6 h-index
10 publications
1.1K citations
Monash University
Melbourne, Australia
4 h-index
4 publications
182 citations
Indiana University
Bloomington, United States
3 h-index
3 publications
1K citations
University of Cambridge
Cambridge, United Kingdom
3 h-index
3 publications
256 citations
University of California, Los Angeles
Los Angeles, United States
3 h-index
3 publications
1.1K citations
University of Wales
Cardiff, United Kingdom
3 h-index
4 publications
149 citations
University of California, Berkeley
Berkeley, United States
3 h-index
3 publications
531 citations
1–8 of 127
Venues
- Journal of Marketing
JM · 17 publications · 5.5K citations
17
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- Journal of Personal Selling and Sales Management
JPSSM · 15 publications · 1K citations
14
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- Industrial Marketing Management
13 publications · 557 citations
13
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- Journal of Marketing Research
8 publications · 960 citations
8
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- Journal of the Academy of Marketing Science
8 publications · 450 citations
8
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1–5