haku: @indexterm INDUSTRIAL MARKET RESEARCH / yhteensä: 71
viite: 6 / 71
| Tekijä: | Dion, P. Banting, P. |
| Otsikko: | Comparisons of alternative perceptions of sales performance |
| Lehti: | Industrial Marketing Management
2000 : MAY, VOL. 29:3, p. 263-270 |
| Asiasana: | INDUSTRIAL MARKETING INDUSTRIAL MARKET RESEARCH SALES |
| Kieli: | eng |
| Tiivistelmä: | This article reports on the results of a study of 111 industrial market triads each consisting of a salesperson, sales manager, and a buyer. Data was gathered on a host of sales performance variables considered important to industrial market managers and researchers. It was found that there are discrepancies between the assessments of salesperson performance made by three classes of respondents and that there was often disagreement in a triad as to what constituted good sales performance. |
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