Sales call length, call frequency, and its impact on salesperson’s performance and customer relationship quality: Few research propositions

Please use this identifier to cite or link to this item: https://ir.iimcal.ac.in:8443/jspui/handle/123456789/398

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DC Field	Value	Language
dc.contributor.author	Singh, Ramendra
dc.date.accessioned	2017-05-16T06:54:37Z
dc.date.accessioned	2021-08-26T03:56:21Z	-
dc.date.available	2017-05-16T06:54:37Z
dc.date.available	2021-08-26T03:56:21Z	-
dc.date.issued	2011-04-01
dc.identifier.uri	https://ir.iimcal.ac.in:8443/jspui/handle/123456789/398	-
dc.description.abstract	This paper introduces the construct of sales call length and extends the extant theoretical understanding of sales effort allocation to shed light on how (1) sales call length and sales call frequency impact salespersons’ performance, and, (2) call frequency, and sales call length impact relationship quality.	en_US
dc.language.iso	en_US	en_US
dc.publisher	INDIAN INSTITUTE OF MANAGEMENT CALCUTTA	en_US
dc.relation.ispartofseries	WORKING PAPER SERIES;WPS No. 672/ April 2011
dc.title	Sales call length, call frequency, and its impact on salesperson’s performance and customer relationship quality: Few research propositions	en_US
dc.type	Working Paper	en_US
Appears in Collections:	2011

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