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JOURNAL OF MARKETING DEVELOPMENT AND COMPETITIVENESS
The Impact of Sales Engineers on Salesperson Effectiveness
Author(s): Jeffrey M. Wilson, C. Shane Hunt
Citation: Jeffrey M. Wilson, C. Shane Hunt, (2011) "The Impact of Sales Engineers on Salesperson Effectiveness" Vol. 5, Iss. 2, pp. 130 - 138
Article Type: Research paper
Publisher: North American Business Press
Abstract:
The role of the sales engineer within the firm is defined and a model is proposed that examines the sales
engineer – salesperson performance relationship. A resource based view of the sales engineer is utilized
to show the positive impact on salespersons’ performance through the mediating influence of better time
management, reducing salespersons’ role ambiguity, and increasing information effectiveness.
Managerial implications associated with sales engineer utilization are presented and future research
related to the curvilinear relationship of the firm’s performance to sales engineer utilization is discussed.
