Benchmarks of Successful Salesforce Performance

Author:

Barker A. Tansu

Publisher

Wiley

Subject

Management of Technology and Innovation,Marketing,Public Administration,Business and International Management

Reference29 articles.

1. Perspectives on behavior-based versus outcome-based salesforce control systems;Anderson;Journal of Marketing,1987, October

2. Congruence of manager perception of salesperson performance and knowledge-based measures of adaptive selling;Anglin;Journal of Personal Selling and Sales Management,1990

3. Removing salesforce performance hurdles;Babaku?;Journal of Business and Industrial Marketing,1994

4. Determinants of salesforce effectiveness: Perceptions of field managers versus senior sales executives;Barker;Marketing Intelligence and Planning,1997a

5. The impact of field sales management activities on the effectiveness of Canadian firms;Barker;Journal of Global Business,1997b

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