), big data and analytics, and artificial intelligence, firms have embraced salespeople to truly engage with their customers. Journal of Business & Industrial Marketing, 34(8), 1813-1826. The role of self-regulatory mode on acquisition-retention ambidexterity. With changes in the business landscape in recent years due to social media sales, consumers’ online purchases and in-store pick up, inbound marketing activities ( Vieira, Almeida, Agnihotri, Silva, & Arunachalam, 2019 Vieira, V. Marketing sales funnel performance prospect The authors discuss implications for managing the sales funnel and offer suggestions for further research investigation.
By thinking outside the box, the authors propose the Salespeople Prospecting Framework with multiple associations based on previous marketing, sales, and retail research. The marketing team (e.g., generating leads), salesperson competence (e.g., individual and team competence), and the firm being ready to deploy sales structure (e.g., sales platform) result in superior performance. This article offers an overview of the sales prospecting effort and sheds light on how firms generate superior performance by managing three interconnected elements. Firm’s managers continuously strive to deal with these manifold elements of such dynamic context. Marketing team, sales opportunities, salesperson skills, firm sales resources, digital platforms, and sales compensation plan create a marketing-salesperson-firm dynamic underlying the sales prospecting framework.
Sales management is an integral part of virtually all market exchanges.
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