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- Title
Equipos de ventas y su incidencia en el desempeño de las organizaciones: una revisión sistemática de la literatura.
- Authors
Cardona-Arbeláez, Diego Alonso; Morelos-Gómez, José; Caraballo-Hernández, Katerina
- Abstract
In this work, 63 scientific articles published bet-ween January 2016 and July 2020 are analyzed which address the topic of sales teams of organizations and their relationship with commercial performance, indexed in Scopus and Web Of Science. The methodology established by the Scottish Intercollegiate Guidelines Network was used. The findings indicate the existence of a theoretical and practical body associated with topics such as the characteristics of sellers, sales performance, marketing and leadership, elements that could be appropriated by organizations to improve their benefits. Posts linking marketing, sales teams and their performance were few compared to those associated with salesperson characteristics. In this sense, future works could address the incidence of branding, brand positioning and incentives for marketing and sales teams.
- Subjects
PRODUCT positioning; MARKETING; COMMERCIAL associations; SCIENCE publishing; MARKET positioning
- Publication
Revista de Investigación Desarrollo e Innovación, 2022, Vol 12, Issue 2, p185
- ISSN
2027-8306
- Publication type
Article
- DOI
10.19053/20278306.v12.n2.2022.15259