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| Author: | Cravens, D. Grant, K. Ingram, T. N. |
| Title: | In search of excellent sales organizations |
| Journal: | European Journal of Marketing
1992 : VOL. 26:1, p. 6-23 |
| Index terms: | SALES ORGANIZATIONS SURVEYS AUSTRALIA PERFORMANCE MEASUREMENT |
| Language: | eng |
| Abstract: | The research is based on a comprehensive survey of 99 Australian sales organizations. Performance is mesured relative to each company's major competitor and relative to the sales organization's objectives. High and low performance organizations are compared, salespersons' performance is analysed considering and comparing dimensions of performance; how sales management impacts on the performance of sales force is discussed, methods of compensating high and low performance salesforce are considered. Guidelines for improving effectiveness of sales organizations are offered. |
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