Sales capability and performance: role of market orientation, personal and management capabilities / Capacidade de vendas e desempenho: papel da orientação para o mercado, capacidades pessoais e gerenciais
Purpose: This article aims to explain the relationships between sales capabilities, which are split into personal selling and sales force management, both from the manager’s point of view, and financial/customer performance in market-oriented firms. Originality/value: This research is the first...
| Main Authors: | , |
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| Format: | Article |
| Language: | Spanish |
| Published: |
Universidade Presbiteriana Mackenzie
2020-08-01
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| Series: | RAM. Revista de Administração Mackenzie |
| Subjects: | |
| Online Access: | https://www.scielo.br/j/ram/a/fjvjbJNHYftcrGGXJmL5GrL/?lang=en |