The goal of this study is to provide a structural mapping of resources available to salespeople that can be applied diﬀerentially to enhance their eﬀectiveness with different customer types and generate new sales opportunities. The study first sought to identify what resources (external and internal) are easily accessible or available to salespeople. An extensive review of past studies in sales lead the authors to identify the following three external and four internal resources available to salespeople.
Every sales manager expects their sales team to contribute market and customer information in order to improve strategic decision making. This is the foundation to building a true learning organization with a sales team. However, some salespeople are impeding the flow of knowledge and weakening interpersonal and organizational performance.