Systematic review of determinants of sales performance: Verbekeet al.’s (2011) classification extended

Purpose Considering recent changes in sales practices, such as the sales role becoming more strategic, increased reliance on technology for sales activities, increased stress from adding technological responsibilities to the sales role and decreased avenues of social support (such as traditional forms of community) to cope with work-related stressors, there is a need to reconsider Verbeke et al. ’s (2011) classification scheme of determinants of...