Sales Management Annotated Bibliography in Research Proposal

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Susi, G. Paolo, G. (2009). The sales function in the twenty-first century: where are we and where do we go from here? European Journal of Marketing. Emerald Group Publishing Limited.

In this journal article the authors investigate the effect of selling strategies on sales performance. They do so by briefly reviewing sales performance journals. This journal article has been chosen because it reveals several selling strategies used both by successful firms as well as those that are unsuccessful. In addition, this article also reveals some of the challenges and problems that are faced when companies adapt incorrect selling strategies. Moghareh, a.G. Mohammad, H. (2009). The effect of selling strategies on sales performance. Business Strategy Series. Emerald Group Publishing Limited

In this journal article the author reviews the intra-regional sales and performance of companies in three regions namely, North America, Europe and Asia. This journal article has been chosen because it helps the researcher to start his paper by discussing the current market dynamics and how firms in the three biggest markets of the world are reacting an coping with the changes.

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Nessara, S. (2007). Intra-Regional Sales and Performance. Research in Global Strategic Management. Emerald Group Publishing Limited

In this journal article the authors analyze how sales performance and job satisfaction are interrelated by investigating the sales staff of a firm involved in direct selling. This journal article has been chosen because it helps the researcher reveal the critical topic of building strong teams and staff motivation. Brown, S. And Peterson, R. (1994). The Effect of Effort on Sales Performance and Job Satisfaction. Journal of Marketing.

In both these books the authors reveal a number of challenges that are faced by sales staff who employ direct selling methods. Furthermore, they also reveal a number of strategies and tactics which they believe will be extremely helpful in acquiring and establishing long-term customer relationships. In the paper, the researcher has used both these books to illustrate some of the problems that top management faces with regards to sales management. Alessandra, Anthony J.; Wexler, Phillip S. Non-Manipulative Selling (1992), Reston, VA: Prentice-Hall. Allessandra, Tony, Phil Wexler and Rick Berrera. Collaborative….....

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