Customer orientation and sales performance in microfinance institutions in Togo: analysis of the role of sales force management
Type de matériel :
TexteLangue : français Détails de publication : 2023.
Sujet(s) : Ressources en ligne : Abrégé : This article aims to analyze the mediating role of sales force management between customer orientation and the sales performance of microfinance. Following a qualitative study with 12 managers, a quantitative survey was conducted with 253 managers. The results show that customer orientation positively influences sales performance and that sales force management plays a partial mediating role.
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This article aims to analyze the mediating role of sales force management between customer orientation and the sales performance of microfinance. Following a qualitative study with 12 managers, a quantitative survey was conducted with 253 managers. The results show that customer orientation positively influences sales performance and that sales force management plays a partial mediating role.
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