haku: @author Dubinsky, A. / yhteensä: 2
viite: 1 / 2
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| Tekijä: | Anderson, R. Dubinsky, A. Mehta, R. |
| Otsikko: | Sales managers: marketing's best example of the Peter Principle? |
| Lehti: | Business Horizons
1999 : JAN-FEB, VOL. 42:1, p. 19-26 |
| Asiasana: | SALES MANAGEMENT MARKETING MANAGERS |
| Kieli: | eng |
| Tiivistelmä: | It's time to update the venerable job of managing the sales force. Corporate bottom lines depend heavily on the effectiveness of sales managers. It seems apparent that sales performance is determined to a large extent by how well the sales manager can motivate, lead, and control sales force operations. But whether viewed from the perspective of salespeople, customers, sales managers themselves, or top management, there is concern that sales organizations are not performing as desired. |
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