Department of Marketing

Title

Salesperson Navigation: The Intra-organizational

Document Type

Article

Publication Date

Fall 2007

Abstract

Salespeople require the ability to navigate within their own organization to get what they need to be successful given today's demanding customers. The literature on personal selling provides little guidance on this dimension of the sales role and how it might impact selling performance. We develop the notion of Salesperson Navigation (SpN), embed SpN within a conceptual framework, and show how SpN works to impact individual sales performance. We develop both managerial and research perspectives around this phenomenon.

Volume

36

First Page

528

Last Page

539