1999•European Journal of MarketingRequires access

Examining the antecedents of sales organization effectiveness: an Australian study

Ken Grant, David W. Cravens

Abstract

Examines the impact of manager and salesforce antecedents on sales organization effectiveness, using a sample of 146 Australian sales units. Indicates that sales manager monitoring, directing, evaluating and rewarding activities distinguish between high and low sales unit profitability and managers’ satisfaction with their units. Suggests that sales territory design displays significant differences between high and low sales/market share and unit satisfaction. Discovers that several salesperson characteristics and performance were significantly different between high and low customer satisfaction effectiveness and managers’ satisfaction with sales units. Highlights significant antecedent roles for sales manager and salesforce antecedents of sales organization effectiveness.

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Key concepts: Sales management, Business, Marketing, Profitability index, Sample (material), Antecedent (behavioral psychology), Customer satisfaction, Unit (ring theory)