The Impact of Social Media Prospecting Activity and Sales Motivation on Sales Performance

Shawn Green
(Dunham School of Business, Aurora University, USA)

Abstract: This paper examines the impact of social media approaches on prospecting activities of salespeople. Multiple aspects of social media prospecting approaches are reviewed and discussed. In addition, the relevance of sales motivation is addressed. Specific propositions for further research are incorporated.

Key words: social media prospecting; sales motivation; sales performance

JEL codes: M