3.20. Customer value orientation and salespeople management

Autores: Valenzuela L., Leiva P., Trincado F

Palabras Clave: Job satisfaction, customer oriented management, salespeople’ performance.

Customer oriented is decisive for developing long term relationship with customers, achieving sustainable sales growth over time. This research is to identify, how salespeople´s experience (SE), training level (TL) and job satisfaction (JS), as well as some of its antecedents such as job involvement (JI), role ambiguity (RA) and incentives policy (IP) would influence their customer orientation (CO) and, consequently, their sales performance (SP)…