Author:
Hase Stefan,Busch Corinna
Publisher
Springer International Publishing
Reference10 articles.
1. Anderson, R. E., Dubinsky, A. J., & Mehta, R. (1999). Sales managers: Marketing’s best example of the Peter principle? Business Horizons, 42(1), 19–26.
2. DeCarlo, T. E., & Lam, S. K. (2016). Identifying effective hunters and farmers in the salesforce: a dispositional-situational framework. Journal of the Academy of Marketing Science, 44(4), 415–439.
3. Deeter-Schmelz, D. R., Goebel, D. J., & Kennedy, K. N. (2008). What are the characteristics of an effective sales manager? An exploratory study comparing salesperson and sales manager perspectives. Journal of Personnel Selling and Sales Management, 28(1), 7–20.
4. Hair, J. F., Anderson, R. E., Mehta, R., & Babin, B. J. (2010). Sales management. Building customer relationships and partnerships. South Western Cengage Learning.
5. Marshall, G. W., Goebel, D. J., & Moncrief, W. C. (2003). Hiring for success at the buyer-seller interface. Journal of Business Research, 56(4), 247–255.