{"id":"https://openalex.org/W2579692575","doi":"https://doi.org/10.1108/978-1-78635-746-520161016","title":"Sales Force Management","display_name":"Sales Force Management","publication_year":2016,"publication_date":"2016-12-22","ids":{"openalex":"https://openalex.org/W2579692575","doi":"https://doi.org/10.1108/978-1-78635-746-520161016","mag":"2579692575"},"language":"en","primary_location":{"id":"doi:10.1108/978-1-78635-746-520161016","doi":"https://doi.org/10.1108/978-1-78635-746-520161016","is_oa":false,"landing_page_url":"https://doi.org/10.1108/978-1-78635-746-520161016","pdf_url":null,"source":{"id":"https://openalex.org/S4306463236","display_name":"Emerald Group Publishing Limited eBooks","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/P4310319811","host_organization_name":"Emerald Publishing Limited","host_organization_lineage":["https://openalex.org/P4310319811"],"host_organization_lineage_names":["Emerald Publishing Limited"],"type":"ebook platform"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Strategic Marketing Management in Asia","raw_type":"book-chapter"},"volume":{"id":"https://openalex.org/W2735652380","display_name":"Strategic Marketing Management in Asia"},"type":"book-chapter","is_traditional":true,"indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5059094951","display_name":"J. Clement Sudhahar","orcid":"https://orcid.org/0000-0002-1329-1789","observed_orcids":["https://orcid.org/0000-0002-1329-1789"]},"institutions":[],"countries":[],"is_corresponding":true,"raw_author_name":"J. Clement Sudhahar","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]}],"institutions":[],"countries_distinct_count":0,"institutions_distinct_count":0,"corresponding_author_ids":["https://openalex.org/A5059094951"],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":1.7843,"has_fulltext":false,"cited_by_count":15,"citation_normalized_percentile":{"value":0.82700651,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":{"min":87,"max":95},"biblio":{"volume":null,"issue":null,"first_page":"447","last_page":"473"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T11994","display_name":"Human Resource Development and Performance Evaluation","score":0.9663000106811523,"subfield":{"id":"https://openalex.org/subfields/3202","display_name":"Applied Psychology"},"field":{"id":"https://openalex.org/fields/32","display_name":"Psychology"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T11994","display_name":"Human Resource Development and Performance Evaluation","score":0.9663000106811523,"subfield":{"id":"https://openalex.org/subfields/3202","display_name":"Applied Psychology"},"field":{"id":"https://openalex.org/fields/32","display_name":"Psychology"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11543","display_name":"Employee Performance and Motivation","score":0.017999999225139618,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10154","display_name":"Customer Service Quality and Loyalty","score":0.004800000227987766,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/sales-force-training","display_name":"sales force training","score":0.859000027179718},{"id":"https://openalex.org/keywords/kirkpatrick-model","display_name":"Kirkpatrick model","score":0.875},{"id":"https://openalex.org/keywords/consumer-persuasion","display_name":"consumer persuasion","score":0.7929999828338623},{"id":"https://openalex.org/keywords/salesperson-behavior","display_name":"salesperson behavior","score":0.6510000228881836},{"id":"https://openalex.org/keywords/consumer-attitudes","display_name":"consumer attitudes","score":0.40799999237060547},{"id":"https://openalex.org/keywords/sales-performance","display_name":"sales performance","score":0.49900001287460327},{"id":"https://openalex.org/keywords/transfer-of-training","display_name":"transfer of training","score":0.3449999988079071}],"concepts":[{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.5004615783691406}],"mesh":[],"locations_count":2,"locations":[{"id":"doi:10.1108/978-1-78635-746-520161016","doi":"https://doi.org/10.1108/978-1-78635-746-520161016","is_oa":false,"landing_page_url":"https://doi.org/10.1108/978-1-78635-746-520161016","pdf_url":null,"source":{"id":"https://openalex.org/S4306463236","display_name":"Emerald Group Publishing Limited eBooks","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/P4310319811","host_organization_name":"Emerald Publishing Limited","host_organization_lineage":["https://openalex.org/P4310319811"],"host_organization_lineage_names":["Emerald Publishing Limited"],"type":"ebook platform"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Strategic Marketing Management in Asia","raw_type":"book-chapter"},{"id":"pmh:oai:research-repository.griffith.edu.au:10072/388901","doi":null,"is_oa":false,"landing_page_url":"http://hdl.handle.net/10072/388901","pdf_url":null,"source":{"id":"https://openalex.org/S7407064376","display_name":"Griffith Research Online","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":null,"host_organization_name":null,"host_organization_lineage":[],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":"Book chapter"}],"best_oa_location":null,"sustainable_development_goals":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":0,"referenced_works":[],"related_works":["https://openalex.org/W2472136886","https://openalex.org/W2963201665","https://openalex.org/W2181047250","https://openalex.org/W60319890","https://openalex.org/W112442276","https://openalex.org/W1573155841","https://openalex.org/W2023774497","https://openalex.org/W2073187773","https://openalex.org/W2414511594","https://openalex.org/W2159068914"],"abstract_inverted_index":{"Sales":[0],"training":[1,41,63,79,101,131,175],"is":[2],"considered":[3],"critical":[4],"in":[5,17,155,212,219,229],"a":[6,121,235],"marketing":[7,46],"organization":[8],"because":[9],"it":[10],"improves":[11,42],"\u201csales":[12],"competencies":[13],"such":[14,33],"as":[15,34,234],"creativity":[16],"the":[18,43,76,81,109,118,128,143,153,174,185,197],"sales":[19,39,52,62,68,94,110,129,146,220,230,238],"process,":[20],"problem":[21],"solving,":[22],"ethical":[23],"decision":[24],"making,":[25],"and":[26,37,53,57,70,86,105,112,172,187,192,214,231],"effective":[27,61],"listening":[28],"skills.\u201d1":[29],"According":[30],"to":[31,49,88,127,217],"scholars":[32],"Attia,":[35],"Honeycutt,":[36],"Leach,2":[38],"force":[40,111,130],"effectiveness":[44,144],"of":[45,78,83,107,120,145,184,237],"strategies,":[47],"specifically":[48],"achieve":[50],"higher":[51],"consumer":[54,122,232],"satisfaction.":[55],"Leach":[56],"Liu3":[58],"report":[59],"that":[60,115],"programs":[64],"improve":[65],"organizational":[66],"commitment,":[67],"performance,":[69],"customer":[71],"relations.":[72],"Studies":[73],"have":[74,97,190],"assessed":[75],"influence":[77],"from":[80],"perspectives":[82],"both":[84,108],"buyers":[85],"sellers":[87],"get":[89],"360-degree":[90],"feedback.4":[91],"However,":[92],"previous":[93],"management":[95],"studies":[96],"not":[98],"explored":[99],"how":[100,168,193],"influences":[102,136],"knowledge,":[103],"beliefs,":[104],"behaviors":[106],"consumers,":[113],"attributes":[114],"are":[116],"at":[117,158],"core":[119],"persuasion":[123],"process.":[124],"We":[125],"contribute":[126],"literature":[132],"by":[133],"exploring":[134],"these":[135],"using":[137],"Donald":[138],"Kirkpatrick\u2019s":[139,148],"model5":[140],"for":[141],"evaluating":[142],"training.":[147,239],"model":[149],"recommends":[150],"carrying":[151],"out":[152],"process":[154],"four":[156],"steps:":[157],"level":[159],"1":[160],"(the":[161,179,204,224],"reactions":[162],"stage),":[163],"trainees":[164,189],"provide":[165],"information":[166],"on":[167],"much":[169],"they":[170],"like":[171],"comprehend":[173],"program.":[176],"Level":[177,202,222],"2":[178],"learning":[180],"stage)":[181,206,226],"entails":[182],"assessment":[183],"skills":[186],"knowledge":[188,213],"acquired":[191],"their":[194],"attitude":[195,215],"toward":[196],"subject":[198],"matter":[199],"has":[200],"changed.":[201],"3":[203],"transfer":[205,216],"emphasizes":[207],"ascertaining":[208],"whether":[209],"trainees\u2019":[210],"changes":[211],"change":[218,228],"behavior.":[221],"4":[223],"results":[225],"measures":[227],"performance":[233],"result":[236]},"counts_by_year":[{"year":2023,"cited_by_count":1},{"year":2022,"cited_by_count":2},{"year":2021,"cited_by_count":1},{"year":2017,"cited_by_count":1},{"year":2015,"cited_by_count":1}],"updated_date":"2026-10-10T09:11:00.788812","created_date":"2017-01-26T00:00:00"}