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Volume :19 Issue : 2 2012      Add To Cart                                                                    Download

Testing the Relationship between Sales Teams’ Core Competencies and Dynamics, and Team’s Productivity

Auther : Nermine M. Atteya

The use of sales teams is a method that has become increasingly demanding (Dixon, Gassenheimer, and Feldman, 2003) with world class selling competencies ( Lambert et al., 2009) and performing like "mini-CEO". This research suggests a conceptual framework that incorporates sales professionals' core competencies and dynamics, and team productivity. The article then reports an empirical examination of the framework in the Internet industry in Egypt. The relationship between sales professionals' core competencies and dynamics and sales team's productivity is examined. The study proves that sales core competencies (i.e.,aligning customer/supplier strategic objectives,listening beyond the product needs, understanding the financial impact of decisions on both the customer's organization and the service provider,orchestrating organizational resources, consultative problem solving to create new ideas, establishing a vision of a committed customer/supplier relationship, engaging in self appraisal and continuous learning) and dynamics (i.e., team leadership, team communication, teamwork and team relations) are significantly related to sales teams' productivity in terms of quality of work, creative ideas, being industrious and working at good pace, meeting targets and deadlines, focusing on high priority projects, planning and organizing work effectively, and others. Finally, the study concludes with discussion of results, recommendations, implications for managers, and suggestions for future research.

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Nov 19, 2019

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