The Library
What comprises a successful key account manager? Differences in the drivers of sales performance between key account managers and regular salespeople
Tools
Tools
Tools
Hengstebeck, Berenika Barbara, Kassemeier, Roland and Wieseke, Jan (2022) What comprises a successful key account manager? Differences in the drivers of sales performance between key account managers and regular salespeople. Industrial Marketing Management, 106 . pp. 392-404. doi:10.1016/j.indmarman.2022.09.003 ISSN 0019-8501.
|
PDF
WRAP-What-comprises-successful-account-manager-differences-sales-performance-22.pdf - Published Version - Requires a PDF viewer. Available under License Creative Commons Attribution 4.0. Download (1275Kb) | Preview |
|
![[img]](https://wrap.warwick.ac.uk/style/images/fileicons/application_pdf.png) |
PDF
WRAP-What-comprises-successful-account-manager-differences-sales-performance-22.pdf - Accepted Version Embargoed item. Restricted access to Repository staff only - Requires a PDF viewer. Download (964Kb) |
Official URL: https://doi.org/10.1016/j.indmarman.2022.09.003
Abstract
Although drivers of the performance of key account management programs have been of great interest to research and practice, research on drivers of sales performance at the individual level of key account managers is scarce. Based on survey data and objective performance data of 1205 key account managers and 5818 salespeople, this study identifies drivers of key account manager's sales performance and differences between the drivers of key account manager's and regular salespeople's sales performance. Most importantly, key account manager's project management skills, use of internal experts, creation and communication of customer value, and their need for achievement reflect positive drivers of sales performance whereas key account manager's use of digital tools diminishes their sales performance. Furthermore, the use of internal experts reflects a more important determinant of sales performance for key account managers than for regular salespeople, whereas project management skills are more strongly related to regular salespeople's sales performance than to key account manager's sales performance. This study provides important implications for the recruitment and training of key account managers.
| Item Type: | Journal Article | ||||||||
|---|---|---|---|---|---|---|---|---|---|
| Divisions: | Faculty of Social Sciences > Warwick Business School | ||||||||
| Journal or Publication Title: | Industrial Marketing Management | ||||||||
| Publisher: | Elsevier Inc. | ||||||||
| ISSN: | 0019-8501 | ||||||||
| Official Date: | October 2022 | ||||||||
| Dates: |
|
||||||||
| Volume: | 106 | ||||||||
| Page Range: | pp. 392-404 | ||||||||
| DOI: | 10.1016/j.indmarman.2022.09.003 | ||||||||
| Status: | Peer Reviewed | ||||||||
| Publication Status: | Published | ||||||||
| Access rights to Published version: | Open Access (Creative Commons) | ||||||||
| Date of first compliant deposit: | 5 September 2022 | ||||||||
| Date of first compliant Open Access: | 23 September 2022 | ||||||||
| Related URLs: |
Request changes or add full text files to a record
Repository staff actions (login required)
 |
View Item |
Downloads
Downloads per month over past year
