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The Impact Of Industry And Training Influences On Salesforce Consulting Time And Consulting Effectiveness

Alfred M. Pelham
Published 2009 · Business

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Purpose – The purpose if this article is to study the relative impact of industry competitive conditions on salesforce consulting time and consulting effectiveness, relative to the impact of type of sales training.Design/methodology/approach – Surveys were sent to sales managers and hypotheses were tested in simultaneous equation models.Findings – Industry product differentiation has the greatest impact on consulting effectiveness. Industry customer segment number has a positive influence. The relationship between consulting time and consulting effectiveness is highest in commodity industries.Research limitations/implications – Future studies should expand the sampling frame to include all manufacturing industries, service firms, and consumer goods firms. Future studies should include other firm variables such as strategy, structure, and level of market orientation to improve the explanation of variation.Practical implications – Sales managers in commodity industries have a relatively high opportunity to ...
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