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| Author: | Deeter-Schmelz, D. R. Kennedy, K. N. Goebel, D. J. |
| Title: | Understanding sales manager effectiveness: Linking attributes to sales force values |
| Journal: | Industrial Marketing Management
2002 : OCT, VOL 31:7, p. 617-626 |
| Index terms: | Sales management Effectiveness Business environment |
| Language: | eng |
| Abstract: | The authors employ value laddering, an indepth interview technique that facilitates the identification of key attributes and the subsequent linkages of those attributes to consequeces and underlying values or goals held by respondents. Data collected from sales professionals resulted in 308 ladders that were subsequently aggregated across subjects and used to generate a hierarchical value map reflecting the associations among constructs. The HVM highlights the attributes of effective sales managers, as identified by respndents, and reflects three major sales management roles: communicator, motivator and coach. |
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