钥匙(锁)
业务
营销
销售管理
个人销售
知识管理
过程管理
计算机科学
促销
计算机安全
作者
Berenika B. Hengstebeck,Roland Kassemeier,Jan Wieseke
标识
DOI:10.1016/j.indmarman.2022.09.003
摘要
Although drivers of the performance of key account management programs have been of great interest to research and practice, research on drivers of sales performance at the individual level of key account managers is scarce. Based on survey data and objective performance data of 1205 key account managers and 5818 salespeople, this study identifies drivers of key account manager's sales performance and differences between the drivers of key account manager's and regular salespeople's sales performance. Most importantly, key account manager's project management skills, use of internal experts, creation and communication of customer value, and their need for achievement reflect positive drivers of sales performance whereas key account manager's use of digital tools diminishes their sales performance. Furthermore, the use of internal experts reflects a more important determinant of sales performance for key account managers than for regular salespeople, whereas project management skills are more strongly related to regular salespeople's sales performance than to key account manager's sales performance. This study provides important implications for the recruitment and training of key account managers.
科研通智能强力驱动
Strongly Powered by AbleSci AI