haku: @author Ewing, M. T. / yhteensä: 5
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Tekijä: | Pitt, L. F. Ewing, M. T. Berton, P. R. |
Otsikko: | Proactive behavior and industrial salesforce performance |
Lehti: | Industrial Marketing Management
2002 : NOV, VOL. 31:8, p. 639-644 |
Asiasana: | Marketing management Salesmen Performance appraisal |
Kieli: | eng |
Tiivistelmä: | Proactive behaviour has been indirectly linked to effective selling, an assertation underpinned by a logic, which states that in a world of high competition and choice, the passive, reactive seller is unlikely to do as well as his or her more proactive counterpart. |
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