Willem Verbeke wins Excellence in Research Award

Willem Verbeke, Professor of Sales and Account Management at Erasmus School of Economics, has been awarded the Excellence in Research award by the offices of the AMA Sales SIG. Willem Verbeke has won the price together with Bart Dietz en Ernst Verwaal for the paper entitled “Drivers of Sales Performance: A Contemporary Meta-Analysis. Have Sales people Become Knowledge Brokers?”

A reaction by Willem Verbeke: “It has been more than 25 years since a team of scientists have stated the fundamental concepts within the area of sales.We have raised questions concerning the boundaries of these concepts and have looked at the way these concepts were operationalised in the literature. Also we have calculated how these concepts predict sales performance and have given an overall interpretation of the possible development of the area sales within the knowledge economy.”


Publication date: 08 May 2012