search query: @author Grant, K. / total: 7
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| Author: | Grant, K. Cravens, D. |
| Title: | Examining the antecedents of sales organization effectiveness: an Australian study |
| Journal: | European Journal of Marketing
1999 : VOL. 33:9/10, p. 945-957 |
| Index terms: | MARKETING SALES MANAGEMENT AUSTRALIA |
| Language: | eng |
| Abstract: | The given paper examines the impact of manager and salesforce antecedents on sales organization effectiveness, using a sample of 146 Australian sales units. It indicates that sales manager monitoring, directing, evaluating and rewarding activities distinguish between high and low sales unit profitability and managers' satisfaction with their units. The paper suggests that sales territory design displays significant differences between high and low sales/market share and unit satisfaction. |
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