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ROLE PERCEPTIONS OF SELLING TEAMS IN THE SUPPLY CHAIN OF A FAST-MOVING CONSUMER GOODS ORGANISATION
22 ABSTRACT
This study aims to reveal whether members of selling teams have misperceptions of their own role and if these misperceptions influence their performance. Members of selling teams often depend on salespeople within the supply chain to perform their own role, therefore members of selling teams may have misperceptions of the roles of other salespeople with whom they work and on whom they depend. These misperceptions may also influence the selling team's performance. The study employed an exploratory mixed method design. The first phase comprised the collection of qualitative data, and the quantitative phase was then based on the learnings from the first phase. The results show members of selling teams felt that the performance of other members had some sort of impact on their own performance. In addition, there was a significant relationship between the role perceptions of the roles of others within the selling team and their performance perceptions among some of the respondents.
KEYWORDS
Sales management, Role perceptions, Key account management, Sales performance, Selling teams