search query: @journal_id 1714 / total: 26
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| Author: | Dubinsky, A.J. Anderson, R.E. Mehta, R. |
| Title: | Selection, training and performance evaluation of sales managers: An empirical investigation |
| Journal: | Journal of Business-to-Business Marketing
1999 : VOL. 6:3, p. 37-69 |
| Index terms: | Recruitment Selling Work Sales management Performance appraisal |
| Language: | eng |
| Abstract: | In spite of the important role sales managers play in an organization, there is little empirical work exploring various facets of their jobs. This paper reports the results of a study investigating selection / recruitment, training and performance evaluation vis-a-vis sales managers. Findings suggest among others that sales managers generally rely on subjective selection and recruitment tools and techniques. |
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