Sales Force Management

Gary L. Frazier ()

Chapter 7 in Marketing and Channel Management for Low Brand Equity Firms, 2026, pp 101-116 from Springer

Abstract: Abstract Effective sales management is needed in all channels. In B2B, firms with low brand equity should use horizontal sales organizations and retain experienced salespeople in their direct sale channels, providing AI-based software, automated lead nurturing systems, and CRM platforms. Company salespeople must possess personal characteristics that exemplify the brands. In B2C, firms with low brand equity must align with intermediaries whose salespeople possess characteristics that exemplify the brands. High-performing salespeople must be richly rewarded by the firm, even when employed by intermediaries.

Date: 2026
References: Add references at CitEc
Citations:

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:spr:mgmchp:978-3-032-19112-0_7

Ordering information: This item can be ordered from
http://www.springer.com/9783032191120

DOI: 10.1007/978-3-032-19112-0_7

Access Statistics for this chapter

More chapters in Management for Professionals from Springer
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().