On May 19th, Hujiang Economic Management Forum Series (55th) was successfully held in the Lecture Hall of the Second Conference Room of the School of Management. Dr. Yaqin Zheng, a lecturer from the Business Administration Department, gave an academic lecture entitled ‘Sales Control System and Sales Team Management’. This forum was chaired by Dr. Shengmin Liu and Dr. Yang Zhou.
Dr. Zheng reviewed the relevant theories and existing conclusions in sales control system, adaptive selling behaviors, and salesperson orientation literature, and introduced her recent studies entitled “Synergies between salesperson orientations and sales force control: A person-organization fit perspective on adaptive selling behaviors and sales performance”.
Toward the end, Dr. Zheng discussed the relevant future research direction with live participants.
