Search results: Sage Journals

Restricted accessResearch articleFirst published August, 2013

Determining Competencies for Frontline Sales Managers in For-Profit Organizations

Tina K. Busch

Advances in Developing Human Resources

Restricted accessResearch articleFirst published December, 2025

A Competency-Based Curriculum Content Design for Complex B2B Sales in Higher Education Institutions

Silvio Cardinali, Marta Giovannetti, Pia Hautamäki [...]

Journal of Marketing Education

Open accessResearch articleFirst published February, 2026

Sales coach competencies framework: An exploratory approach

Mohammad Azizi, Hamid Hosseinloo, Christine Eastman

International Journal of Evidence Based Coaching and Mentoring

Open accessResearch articleFirst published April, 2026

Contingent Impacts of Entrepreneurial Competencies and Proactive Sales Orientation on Organizational Improvisation and New Venture Performance Relationships: A Study Across Malaysian Ethnic Entrepreneurs

Andrianarivo Andriandafiarisoa Ralison Ny Avotra, Syed Arslan Haider, Hisham Idrees [...]

Sage Open

Restricted accessResearch articleFirst published May, 1972

Multivariate Analysis of Sales Responses of Competing Brands to Advertising

Neil E. Beckwith

Journal of Marketing Research

Restricted accessResearch articleFirst published March, 2022

Fuzzy Logic–Based Comparison of Predicted Sales Records of Competing Products

Anuradha Banerjee

Vision: The Journal of Business Perspective

Restricted accessResearch articleFirst published October, 2011

Linking Communication Competence With Call Center Agents’ Sales Effectiveness

Joe R. Downing

International Journal of Business Communication

Restricted accessResearch articleFirst published August, 2020

Attracting Students to Sales Positions: The Case of Effective Salesperson Recruitment Ads

Dawn R. Deeter-Schmelz, Andrea L. Dixon, Robert C. Erffmeyer [...]

Journal of Marketing Education

Open accessResearch articleFirst published October, 2022

Ears on the Street: Practitioner Opinions on What Competencies Sales Executives Need and How to Develop Them

Annina Boehm-Fischer, Joel T. Schmidt, Jens Nachtwei

Sage Open

Restricted accessResearch articleFirst published July, 2008

When Intelligence is (Dys)Functional for Achieving Sales Performance

Willem J. Verbeke, Frank D. Belschak, Arnold B. Bakker [...]

Journal of Marketing

Restricted accessResearch articleFirst published August, 2013

Determining Competencies for Frontline Sales Managers in For-Profit Organizations

Tina K. Busch

Advances in Developing Human Resources

Restricted accessResearch articleFirst published December, 2025

A Competency-Based Curriculum Content Design for Complex B2B Sales in Higher Education Institutions

Silvio Cardinali, Marta Giovannetti, Pia Hautamäki [...]

Journal of Marketing Education

Open accessResearch articleFirst published February, 2026

Sales coach competencies framework: An exploratory approach

Mohammad Azizi, Hamid Hosseinloo, Christine Eastman

International Journal of Evidence Based Coaching and Mentoring

Open accessResearch articleFirst published April, 2026

Contingent Impacts of Entrepreneurial Competencies and Proactive Sales Orientation on Organizational Improvisation and New Venture Performance Relationships: A Study Across Malaysian Ethnic Entrepreneurs

Andrianarivo Andriandafiarisoa Ralison Ny Avotra, Syed Arslan Haider, Hisham Idrees [...]

Sage Open

Restricted accessResearch articleFirst published May, 1972

Multivariate Analysis of Sales Responses of Competing Brands to Advertising

Neil E. Beckwith

Journal of Marketing Research

Restricted accessResearch articleFirst published March, 2022

Fuzzy Logic–Based Comparison of Predicted Sales Records of Competing Products

Anuradha Banerjee

Vision: The Journal of Business Perspective

Restricted accessResearch articleFirst published October, 2011

Linking Communication Competence With Call Center Agents’ Sales Effectiveness

Joe R. Downing

International Journal of Business Communication

Restricted accessResearch articleFirst published August, 2020

Attracting Students to Sales Positions: The Case of Effective Salesperson Recruitment Ads

Dawn R. Deeter-Schmelz, Andrea L. Dixon, Robert C. Erffmeyer [...]

Journal of Marketing Education

Open accessResearch articleFirst published October, 2022

Ears on the Street: Practitioner Opinions on What Competencies Sales Executives Need and How to Develop Them

Annina Boehm-Fischer, Joel T. Schmidt, Jens Nachtwei

Sage Open

Restricted accessResearch articleFirst published July, 2008

When Intelligence is (Dys)Functional for Achieving Sales Performance

Willem J. Verbeke, Frank D. Belschak, Arnold B. Bakker [...]

Journal of Marketing