search query: @author Grant, K. / total: 7
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| Author: | Grant, K. Cravens, D. |
| Title: | Examining sales force performance in organizations that use behavior-based sales management processes |
| Journal: | Industrial Marketing Management
1996 : DEC, VOL. 25:5, p. 361-372 |
| Index terms: | INDUSTRIAL MARKETING MANAGEMENT SALES |
| Language: | eng |
| Abstract: | A small, but expanding, base of theory and practice points to placing more sales management emphasis on the activities of salespeople such as call planning and sales presentations to improve their performance. The results of a study of 146 field sales managers in 58 Austrian sales organizations indicate that sales forces with high behavior and outcome performance experience a greater extent of sales manager monitoring, directing, evaluating, and rewarding than those with lower performance. The high-performance sales forces also have greater commitment to their organizations, and their sales managers are more satisfied with their units' sales territory designs. |
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