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    This document provides references for research related to strategic account management, sales performance, the evolution of selling approaches, collaboration between sales and marketing, and strategic communication by key account representatives. Specifically, it references 18 sources published between 1995 and 2009 that relate to high performance sales organizations, the impact of strategic account managers' behaviors, the effects of salesperson interpersonal attributes versus technical product attributes, the transformation of industrial selling approaches over time, the relationship between sales and marketing collaboration and business performance, priorities for sales strategy and performance research, the role of selling as a cross-functional process, and strategic communication approaches used by key accounts.

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    This document provides references for research related to strategic account management, sales performance, the evolution of selling approaches, collaboration between sales and marketing, and strategic communication by key account representatives. Specifically, it references 18 sources published between 1995 and 2009 that relate to high performance sales organizations, the impact of strategic account managers' behaviors, the effects of salesperson interpersonal attributes versus technical product attributes, the transformation of industrial selling approaches over time, the relationship between sales and marketing collaboration and business performance, priorities for sales strategy and performance research, the role of selling as a cross-functional process, and strategic communication approaches used by key accounts.

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    Download as docx, pdf, or txt
    5 views4 pages

    References

    Uploaded by

    Russell Monroe
    This document provides references for research related to strategic account management, sales performance, the evolution of selling approaches, collaboration between sales and marketing, and strategic communication by key account representatives. Specifically, it references 18 sources published between 1995 and 2009 that relate to high performance sales organizations, the impact of strategic account managers' behaviors, the effects of salesperson interpersonal attributes versus technical product attributes, the transformation of industrial selling approaches over time, the relationship between sales and marketing collaboration and business performance, priorities for sales strategy and performance research, the role of selling as a cross-functional process, and strategic communication approaches used by key accounts.

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    References Corcoran, K.J., Petersen, L.K., Baitch, D.B., & Barrett, M.F.

    High performance sales organizations: creating competitive advantage in the global marketplace McGraw-Hill, New York, 1995.

    Guenzi , P., Georges , L., Pardo ,

    C. (2009), The i mpact of strategic account managers' behaviors on relational outcomes: An empirical study, Industrial Marketing Management , vol. 38, N 3, pp. 300 311 . Humphreys , M.A. and Williams , M.R. (1996), Exploring the relative effects of salesperson interpersonal process attributes and technical product attributes on customer satisfaction, Journal of Personal Selling and Sales Management , Vol. 16, N 3, pp. 47 57.
    Moncrief, W.C. and Marshall, G.W. (2005) The evolu tion of the seven stages of selling,

    Industrial Marketing Management , 34, pp. 1322.


    3

    Le Meunier, K. and Piercy, N. (2007) Does collabor ation between sales and marketing affect business performance?, Journal of Personal Selling and Sales Management , 27 (3), pp. 20720.

    Leigh, T.H. and Marshall, G.W. (2001) Research pri orities in sales strategy and performance, Journal of Personal Selling and Sales Management , 21, pp. 8393

    Marshall, G.W. & Michaels, R. E. (2001). Research in selling and sales management in the next millennium: an agenda from the AMA Faculty Consortium, Journal of Personal Selling & Sales Management, 21 (1), 1517.

    Piercy, N.F. 2006. The strategic sales organisation. The Marketing Review 6 (1), 3-28

    Storbacka, K., Davies, I, Nenonen, S. and Ryals, L.J. (2009). Selling as a crossfunctional process. European Journal of Marketing , Forthcoming

    Wotruba, T.R. (1996). The transformation of industrial selling: causes and consequences. Industrial Marketing Management , 25 (5), 327-338.

    Weitz, B.A. & Bradford, K.D. (1999). Personal selling and sales management: a relationship marketing perspective. Journal of the Academy of Marketing Science , 27 (2), 241-254
    Schultz , R.J. and Evans , K.R.. (2002), Strategic collaborative communication by key account representatives, Journal of Personal Selling & Sales Management , Vol. 22, N 1, pp. 23 31

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