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| Tekijä: | Baldauf, A. Cravens, D. |
| Otsikko: | Improving the effectiveness of field sales organizations: a European perspective |
| Lehti: | Industrial Marketing Management
1999 : JAN, VOL. 28:1, p. 63-72 |
| Asiasana: | INDUSTRIAL MARKETING MANAGEMENT EFFECTIVENESS |
| Kieli: | eng |
| Tiivistelmä: | For companies competing in rapidly changing business environments, the sales force can be an important source for improving organizational effectiveness. The results of a study of 159 field sales managers in 79 Austrian companies point to higher effectiveness in organizations utilizing sales management directing and evaluating activities to a greater sales extent than managers in less effective organizations. The effective sales organizations place more emphasis on their sales territory design. |
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