haku: @author Grant, K. / yhteensä: 7
viite: 5 / 7
| Tekijä: | Grant, K. Cravens, D. W. |
| Otsikko: | Examining salesforce performance in organizations that use behaviour-based sales management processes (Sales Management) |
| Lehti: | Industrial Marketing Management
1996 : SEP, VOL. 25:5, p. 361-371 |
| Asiasana: | |
| Vapaa asiasana: | VERKAUFSABTEILUNG, ABSATZKONTROLLE, LEISTUNGSBEURTEILUNG |
| Kieli: | eng |
| Tiivistelmä: | Theory and practice point to placing more sales management emphasis on the activities of salespeople to improve their performance. A study of 146 field sales managers in 58 Australian sales organizations indicates that salesforces with high behaviour and outcome performance experience a greater extent of sales manager monitoring, directing, evaluating, and rewarding than those with lower performance. The high performance salesforces also have greater commitment, and their sales managers are more satisfied with their units' sales territory designs. |
SCIMA