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Copyright: 2020
Pages: 38
Source title: Achieving Peak Sales Performance for Optimal Business Value and Sustainability
Source Author(s)/Editor(s): Carlton Brown (University of Plymouth, UK)
DOI: 10.4018/978-1-7998-1639-3.ch006

Keywords: Business and Organizational Research / Business Science Reference / Business-to-Business / Knowledge Management and Library Science

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Abstract

The concept of sales peak performance (SPP) and the locus of control (LOC) amongst business to business (B2B) sales professionals was the pretext for this research. There were many different concepts and theories considered during the development and conceptualisation of this book. This study acknowledges the use of these theories and concepts in supporting the quest to solve the research problem under investigation. This chapter discusses the major findings in relation to these theories and examines their implications. The discussion is developed in the form of arguments and recommendations. This chapter pulls together the cogent aims and objectives of this research and addresses the primary question surrounding sales peak performance. This research has used both primary and secondary sources during the data collection and analysis process. This chapter will use the results from both the quantitative and qualitative data analyses when formulating this discourse.

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