Browsing School of Management (SoM) by Author "Peesker, Karen M."

Browsing School of Management (SoM) by Author "Peesker, Karen M."

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  • Hiring for sales success: the emerging importance of salesperson analytical skills 
    Peesker, Karen M.; Kerr, Peter D.; Bolander, Willy; Ryals, Lynette J.; Lister, Jonathan A.; Dover, Howard F. (Elsevier, 2022-02-05)
    Several studies suggest that accelerating technology, increasing product complexity, and an expanding volume of information in the marketplace are changing sales roles, necessitating a review of the current sales skills ...
  • A qualitative study of leader behaviors perceived to enable salesperson performance 
    Peesker, Karen M.; Ryals, Lynette J.; Rich, Gregory A.; boehnke, Susan E. (Taylor and Francis, 2019-05-10)
    This study builds on and extends previous sales leadership research by exploring sales professionals’ perceptions of effective leadership behaviors. Semistructured interviews with both sales leaders and salespeople working ...

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