Sales prospecting framework: marketing team, salesperson competence, and sales structure

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dc.contributor.authorVieira, Valter Afonso
dc.contributor.authorDANNY PIMENTEL CLARO
dc.coverage.cidadeNão informadopt_BR
dc.coverage.paisBrasilpt_BR
dc.creatorVieira, Valter Afonso
dc.date.accessioned2022-12-21T23:48:55Z
dc.date.available2022-12-21T23:48:55Z
dc.date.issued2020
dc.description.notesTexto completopt_BR
dc.description.otherSales management is an integral part of virtually all market exchanges. 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. Firm’s managers continuously strive to deal with these manifold elements of such dynamic context. This article offers an overview of the sales prospecting effort and sheds light on how firms generate superior performance by managing three interconnected elements. 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. By thinking outside the box, the authors propose the Salespeople Prospecting Framework with multiple associations based on previous marketing, sales, and retail research. The authors discuss implications for managing the sales funnel and offer suggestions for further research investigation.pt_BR
dc.format.extent14 p.pt_BR
dc.format.mediumDigitalpt_BR
dc.identifier.doihttps://doi.org/10.1590/1807-7692bar2020200025pt_BR
dc.identifier.issn1807-7692pt_BR
dc.identifier.issue4pt_BR
dc.identifier.urihttps://repositorio.insper.edu.br/handle/11224/5138
dc.identifier.volume17pt_BR
dc.language.isoInglêspt_BR
dc.publisherANPADpt_BR
dc.relation.ispartofBrazilian Administration Review (BAR)pt_BR
dc.rights.licenseO INSPER E ESTE REPOSITÓRIO NÃO DETÊM OS DIREITOS DE USO E REPRODUÇÃO DOS CONTEÚDOS AQUI REGISTRADOS. É RESPONSABILIDADE DOS USUÁRIOS INDIVIDUAIS VERIFICAR OS USOS PERMITIDOS NA FONTE ORIGINAL, RESPEITANDO-SE OS DIREITOS DE AUTOR OU EDITORpt_BR
dc.subject.keywordsMarketingpt_BR
dc.subject.keywordsSalespt_BR
dc.subject.keywordsFunnelpt_BR
dc.subject.keywordsPerformancept_BR
dc.subject.keywordsProspectpt_BR
dc.titleSales prospecting framework: marketing team, salesperson competence, and sales structurept_BR
dc.typejournal article
dspace.entity.typePublication
local.identifier.sourceUrihttps://www.scielo.br/j/bar/a/RdsNYG7CywsCbnRLvdsN4vf/
local.typeArtigo Científicopt_BR
relation.isAuthorOfPublication4d0421e0-4cc8-4fb3-846a-581a48c752f5
relation.isAuthorOfPublication.latestForDiscovery4d0421e0-4cc8-4fb3-846a-581a48c752f5

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