Construct · 1 fields · 1 citations

working smart: a standalone construct

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Sales management

salespeople's planning and adapting of their selling approach to each situation, as distinct from simply putting in more effort.

In sales management, working smart refers to salespeople's planning and adapting of their selling approach to each situation, as distinct from simply putting in more effort. This meaning comes from Sujan (1994) in Journal of Marketing.[1]

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Nearby constructs

effort2 fields · 2 citationsjingle · one word, two constructs

References

Sujan, H., Weitz, B. A., & Kumar, N. (1994). Learning Orientation, Working Smart, and Effective Selling. Journal of Marketing, 58(3), 39-52. https://doi.org/10.1177/002224299405800303

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