Sales teams and its impact on the performance of the organizations: a systematic review of the literature
In this work, 63 scientific articles published between 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...
- Autores:
- Tipo de recurso:
- Article of investigation
- Fecha de publicación:
- 2022
- Institución:
- Universidad Pedagógica y Tecnológica de Colombia
- Repositorio:
- RiUPTC: Repositorio Institucional UPTC
- Idioma:
- spa
- OAI Identifier:
- oai:repositorio.uptc.edu.co:001/10391
- Acceso en línea:
- https://revistas.uptc.edu.co/index.php/investigacion_duitama/article/view/15259
https://repositorio.uptc.edu.co/handle/001/10391
- Palabra clave:
- Sales teams
Sales performance
Marketing
Leadership
Equipos de ventas
Desempeño de ventas
Marketing
Liderazgo
- Rights
- openAccess
- License
- Derechos de autor 2022 Revista de Investigación, Desarrollo e Innovación
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Sales teams and its impact on the performance of the organizations: a systematic review of the literature |
| dc.title.es-ES.fl_str_mv |
Equipos de ventas y su incidencia en el desempeño de las organizaciones: una revisión sistemática de la literatura |
| title |
Sales teams and its impact on the performance of the organizations: a systematic review of the literature |
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Sales teams and its impact on the performance of the organizations: a systematic review of the literature Sales teams Sales performance Marketing Leadership Equipos de ventas Desempeño de ventas Marketing Liderazgo |
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Sales teams and its impact on the performance of the organizations: a systematic review of the literature |
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Sales teams and its impact on the performance of the organizations: a systematic review of the literature |
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Sales teams and its impact on the performance of the organizations: a systematic review of the literature |
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Sales teams and its impact on the performance of the organizations: a systematic review of the literature |
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Sales teams and its impact on the performance of the organizations: a systematic review of the literature |
| dc.subject.en-US.fl_str_mv |
Sales teams Sales performance Marketing Leadership |
| topic |
Sales teams Sales performance Marketing Leadership Equipos de ventas Desempeño de ventas Marketing Liderazgo |
| dc.subject.es-ES.fl_str_mv |
Equipos de ventas Desempeño de ventas Marketing Liderazgo |
| description |
In this work, 63 scientific articles published between 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. |
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2022 |
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2024-07-05T18:04:13Z |
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2022-08-15 |
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https://revistas.uptc.edu.co/index.php/investigacion_duitama/article/view/15259 10.19053/20278306.v12.n2.2022.15259 |
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Universidad Pedagógica y Tecnológica de Colombia |
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Revista de Investigación, Desarrollo e Innovación; Vol. 12 No. 2 (2022): Julio-Diciembre; 185-196 |
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Revista de Investigación, Desarrollo e Innovación; Vol. 12 Núm. 2 (2022): Julio-Diciembre; 185-196 |
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2022-08-152024-07-05T18:04:13Z2024-07-05T18:04:13Zhttps://revistas.uptc.edu.co/index.php/investigacion_duitama/article/view/1525910.19053/20278306.v12.n2.2022.15259https://repositorio.uptc.edu.co/handle/001/10391In this work, 63 scientific articles published between 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.En este trabajo se analizan 63 artículos científicos publicados entre enero de 2016 y Julio de 2020, que abordan como temática los equipos de venta de las organizaciones y su relación con el desempeño comercial, indexados en Scopus y Web Of Science. Se empleó la metodología establecida por Scottish Intercollegiate Guidelines Network. Los hallazgos indican la existencia de un cuerpo teórico y práctico asociado a temáticas como: las características de los vendedores, el desempeño de ventas, el marketing y el liderazgo, elementos que podrían ser apropiados por las organizaciones para mejorar sus beneficios. Las publicaciones que vinculan al marketing, los equipos de ventas y su desempeño fueron pocas en comparación con las asociadas a las características de los vendedores. En este sentido, futuros trabajos podrían abordar la incidencia del branding, el posicionamiento de marca y los incentivos para la mercadotecnia y los equipos de ventas.application/pdftext/xmlspaspaUniversidad Pedagógica y Tecnológica de Colombiahttps://revistas.uptc.edu.co/index.php/investigacion_duitama/article/view/15259/12473https://revistas.uptc.edu.co/index.php/investigacion_duitama/article/view/15259/13206Derechos de autor 2022 Revista de Investigación, Desarrollo e Innovacióninfo:eu-repo/semantics/openAccesshttp://purl.org/coar/access_right/c_abf2Revista de Investigación, Desarrollo e Innovación; Vol. 12 No. 2 (2022): Julio-Diciembre; 185-196Revista de Investigación, Desarrollo e Innovación; Vol. 12 Núm. 2 (2022): Julio-Diciembre; 185-1962389-94172027-8306Sales teamsSales performanceMarketingLeadershipEquipos de ventasDesempeño de ventasMarketingLiderazgoSales teams and its impact on the performance of the organizations: a systematic review of the literatureEquipos de ventas y su incidencia en el desempeño de las organizaciones: una revisión sistemática de la literaturaArtículo de revistahttp://purl.org/coar/resource_type/c_2df8fbb1info:eu-repo/semantics/articleinfo:eu-repo/semantics/publishedVersionTexthttps://purl.org/redcol/resource_type/ARThttp://purl.org/coar/version/c_970fb48d4fbd8a85Cardona Arbeláez, Diego AlonsoMorelos Gómez, JoséCaraballo-Hernández, KaterinaPublicationORIGINAL13206.htmltext/html43965https://repositorio.uptc.edu.co/bitstreams/6cdd7dbe-f200-49e4-868e-d76ee0bc9290/download2ed56d333be1f1d5dd07383c1ec8a3f0MD51trueAnonymousREAD12473.htmltext/html44515https://repositorio.uptc.edu.co/bitstreams/7da94775-20cd-482e-b9a2-13815ccfc2fc/downloade11e525d7c60652908066eb6c6b6e222MD52falseAnonymousREADTEXT13206.html.txt13206.html.txtExtracted texttext/plain7537https://repositorio.uptc.edu.co/bitstreams/6db22a53-4214-4b74-9f52-57ef66e3753f/download7aa82e21dcd68a188afe544deb53f806MD53falseAnonymousREAD12473.html.txt12473.html.txtExtracted texttext/plain7853https://repositorio.uptc.edu.co/bitstreams/1555461f-f3a7-4b44-992d-24b6cf449f86/downloadbd142dd45618003c406e5755be647e67MD54falseAnonymousREAD001/10391oai:repositorio.uptc.edu.co:001/103912026-10-29 18:08:35.558open.accesshttps://repositorio.uptc.edu.coRepositorio Institucional UPTCbdigital@metabiblioteca.com |