This paper studies the impact of sales force incentives on the terms of automotive credit and consumer default. We find that loan rates decline and sales volume increase sharply on the last day of the calendar month, when end-of-month sales tournaments conclude and sales force bonus rankings are...

This study tries to examine the influence of salesperson’s customer orientation on Customer Loyalty. Customer orientation is the approach taken by a salesperson to improve customer relationship and increase sales. Many organizations prefer sales orientation as a strategic approach towards...

The commercialization of the Internet and the widespread use of information technology have enabled many organizations to enhance their business processes and expand their markets. Virtual sales teams allow the flexibility and convenience of working anywhere and building a geographically diverse...

Sales Executives play a vital role in hierarchy for generating revenue to the organization. The purpose of this paper is to know the perception of Sales Executives towards Sales Force Effectiveness (SFE) including factors influencing the same with respect to Pharma Industry. The method used for...

Salesperson’s interpersonal skills have always played an important role in influencing various stages of customer’s purchase decision. With the increase in retail outlets and merchandisers, retail operations have taken a pivotal role in influencing the salesperson’s sales practices and...

Trust is critical in buyer-seller relationships and the vast literature in this area expounds on its importance. However, only recently have scholars begun to explore the role of inaccurate perceptions of trust. These inaccurate perceptions matter because salespeople are more likely to...