Measuring the performance of industrial salespersons

Author:

Behrman Douglas N.,Perreault William D.

Publisher

Elsevier BV

Subject

Marketing

Reference23 articles.

1. The Structure and Dynamics of Behavior in Organizational Boundary Roles;Adams,1976

2. Sources of Job Related Ambiguity and Their Consequences Upon Salespersons' Job Satisfaction and Performance;Behrman;Mgmt. Science,1981

3. Measurement and Selection of Salesmen;Bolanvich;Educational and Psychological Measurement,1943

4. A Paradigm for Developing Better Measures of Marketing Constructs;Churchill;J. Marketing Res.,1979

5. “BARS” Performance Rating for Sales Force Research;Cocanougher;J. Marketing,1978

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