search query: @author Sharma, A. / total: 24
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| Author: | Sharma, A. Levy, M. Kumar, A. |
| Title: | Knowledge structures and retail sales performance: an empirical examination |
| Journal: | Journal of Retailing
2000 : SPRING, VOL. 76:1, p. 53-70 |
| Index terms: | RETAILING KNOWLEDGE SALES |
| Language: | eng |
| Abstract: | Retailers are constantly trying to improve the performance of their salespeople. In this research, the authors suggest that elements of knowledge structures held by salespeople enhance their understanding of the antecedents to retail sales effectiveness. These structures also provide information that can help retail sales managers select, train and supervise salespeople more efficiently. The authors examine retail salespeople's knowledge structures. |
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