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Year of publication
Subject
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Außendienst 379 Field sales force 232 Salespeople 71 Verkaufspersonal 71 Verkauf 65 Deutschland 58 Selling 55 Germany 49 Beziehungsmarketing 44 Relationship marketing 44 Theorie 39 Theory 39 B-to-B-Marketing 32 Business-to-business marketing 32 Vertrieb 30 Physical distribution 23 Arbeitsleistung 21 Job performance 21 Handelsvertretung 20 Marketing 20 Pharmaceutical industry 20 Pharmaindustrie 20 Sales information system 20 Trade intermediation 20 Vertriebs-Informationssystem 20 Lieferantenmanagement 17 Supplier relationship management 17 Absatz 15 Arbeitsverhalten 15 USA 15 United States 15 Versicherungsbetrieb 15 Work behaviour 15 Erfolgsfaktor 14 Agency theory 13 Leistungsentgelt 13 Performance measurement 13 Performance pay 13 Performance-Messung 13 Prinzipal-Agent-Theorie 13
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Online availability
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Undetermined 47 Free 19
Type of publication
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Book / Working Paper 222 Article 151 Journal 6
Type of publication (narrower categories)
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Article in journal 111 Aufsatz in Zeitschrift 111 Hochschulschrift 49 Thesis 40 Aufsatz im Buch 39 Book section 39 Graue Literatur 21 Non-commercial literature 21 Dissertation u.a. Prüfungsschriften 20 Arbeitspapier 18 Working Paper 18 Bibliografie enthalten 13 Bibliography included 13 Ratgeber 10 Case study 9 Fallstudie 9 Guidebook 6 Collection of articles of several authors 5 Sammelwerk 5 Handbook 3 Handbuch 3 Aufsatzsammlung 2 Conference proceedings 2 Konferenzschrift 2 Magazin 2 Amtsdruckschrift 1 Biografie 1 Biography 1 Elektronischer Datenträger 1 Government document 1 Umfrage 1
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Language
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German 179 English 150 Undetermined 49 Italian 1
Author
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Albers, Sönke 12 Krafft, Manfred 11 Ahearne, Michael 7 Fredebeul-Krein, Tobias 6 Lorimer, Sally E. 5 Schmidt, Simone 5 Sinha, Prabhakant 5 Wieseke, Jan 5 Zoltners, Andris A. 5 Detroy, Erich-Norbert 4 Haase, Knut 4 Jaramillo, Fernando 4 Weißbach, Hans-Jürgen 4 Agarwal, Ritu 3 Angst, Corey M. 3 Bauer, Hans H. 3 Behle, Christine 3 Cravens, David W. 3 Dichtl, Erwin 3 Echchakoui, Saïd 3 Hake, Sandra 3 Heidecke, Florian 3 Homburg, Christian 3 Jelinek, Ronald 3 Koinecke, Jürgen 3 Kraus, Florian 3 Lam, Son K. 3 Magni, Massimo 3 Mariadoss, Babu John 3 McQuarrie, Edward F. 3 Misra, Sanjog 3 Mulki, Jay P. 3 Nair, Harikesh 3 Niedetzky, Hans-Manfred 3 Rapp, Adam 3 Vierthaler, Robert 3 Agnihotri, Raj 2 Anderson, Erin 2 Anderson, Rolph E. 2 Badrinarayanan, Vishag 2
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Institution
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AMACOM 1 INSEAD-Wharton Alliance Center for Global Research & Development 1 Institut für Betriebswirtschaftliche Fernstudien <Wiesbaden> 1 Springer Fachmedien Wiesbaden 1 Springer-Verlag GmbH 1 Verband der Lebensversicherungsunternehmen / Ausschuss für Betriebstechnik 1 Verlag Dr. Kovač 1
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Published in...
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Industrial marketing management : the international journal for industrial and high-tech firms 12 The journal of personal selling & sales management : JPSSM 12 Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 8 Europäische Hochschulschriften / 5 7 Journal of marketing theory and practice 7 SpringerLink / Bücher 7 The Oxford handbook of strategic sales and sales management 6 Journal of personal selling & sales management : JPSSM 5 Kundenmanagement & Electronic Commerce 5 Erfolg für Führungskräfte im Verkauf 4 Führung von Vertriebsorganisationen : Strategie - Koordination - Umsetzung 4 Quantitative marketing and economics : QME 4 Journal of business research : JBR 3 Reihe: Wissenschaftliche Arbeitspapiere / W / Institut für Marktorientierte Unternehmensführung, Universität Mannheim 3 Verkaufsleiter-Serie 3 Versicherungswirtschaft : Magazin für Führungskräfte und Entscheider 3 Vertriebs- und Kundenmanagement : Marketingmethoden im Einsatz 3 Vision : the journal of business perspective 3 Bank-Praktiker : rechtssicher, revisionsfest, risikogerecht 2 Betriebs- und Wirtschaftsinformatik 2 Betriebswirtschaftliche Abhandlungen 2 Bochumer wirtschaftswissenschaftliche Studien 2 Bringing technology to market: trends, cases, solutions 2 Business horizons 2 Das Vertriebs-Kolleg : Skripten zur Außendienststeuerung, Organisation und Führung im Vertrieb 2 Der Verkaufsberater 2 Dissertationen der Universität Wien 2 Fortschritt-Berichte VDI / 16 2 Harvard-Business-Manager : das Wissen der Besten 2 Indian pharmaceutical industry : strategies and challenges in formulations marketing 2 International journal of pharmaceutical and healthcare marketing : IJPHM 2 International journal of research in marketing : IJRM ; official journal of the European Marketing Academy 2 Journal of business economics : JBE 2 Journal of retailing 2 Journal of retailing and consumer services 2 Les cahiers de recherche / HEC Paris 2 Mitteilungen des Instituts für Handelsforschung an der Universität zu Köln / Sonderhefte 2 Modellgestützte Personalentscheidungen 9 2 OR-Spektrum : quantitative approaches in management 2 Schriften zum Marketing 2
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Source
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ECONIS (ZBW) 272 USB Cologne (EcoSocSci) 107
Showing 1 - 50 of 379
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Linking sales force integration into NPD to salesperson retention : toward a systematic framework
Prigge, Jana-Kristin; Schwehm, Kevin; Sieberz, Isabell - In: Journal of personal selling & sales management : JPSSM 44 (2024) 3, pp. 315-334
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L' ultimo miglio del marketing : rapporto sulle imprese di marketing operativo in Italia, Ottobre 2023
Ferraresi, Pier Marco (ed.); Stanchi, Alessandro (ed.) - 2023
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Sales performance rankings : examining the impact of the type of information displayed on sales force outcomes
Ahearne, Molly; Pourmasoudi, Mohsen; Atefi, Yashar; … - 2025
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Quiet sellers : when introversion drives salesperson performance
Chaker, Nawar N.; Habel, Johannes; Hartmann, Nathaniel N.; … - In: Journal of retailing 100 (2024) 3, pp. 456-474
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Salespeople's psychological antecedents of sales force automation adoption and use in the industrial healthcare setting
Younes, Kohail - In: International journal of electronic marketing and … 15 (2024) 2, pp. 203-222
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015063938
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Sales technology research : a review and future research agenda
Agnihotri, Raj; Chaker, Nawar N.; Dugan, Riley; Galvan, … - In: Journal of personal selling & sales management : JPSSM 43 (2023) 4, pp. 307-335
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A new perspective on behavior-based sales control system and salespersons' job outcomes : an outbound pharmaceutical sales perspective
Khan, Faheem Ahmad; Ahmad, Maria; Saeed, Tahir - In: International journal of pharmaceutical and healthcare … 17 (2023) 4, pp. 450-475
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014461500
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Sales on the Go : The Salesperson's Desk Reference and Formulary for Sales Success
Berg, Adam - 2023
Part I : The Sales Section -- Cold Calling – Situations -- Following Up – Situations -- Getting the Meeting – Situations -- Negotiating - Situations -- Closing – Situations -- Part II : The Marketing Section -- Research – Situations -- Strategy – Situations -- Planning – Situations...
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014281672
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The Sales Sat Nav for Media Consultants : The Roadmap to More Revenue in the Sale of Advertising Materials
McKenna, Ricky - 2023
Follow the road - The preparation and research avenue -- Turn right - Conversation entry with sample interruption -- Follow the road - The needs analysis -- Step on the gas - The appointment setting -- Detours - Objections, pretexts and how to handle them -- No speed limit - The appointment...
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014253052
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How sales managers can use salespeople's perceived attributes to monitor and motivate a sales force during relationship marketing
Echchakoui, Saïd; Ghilal, Rachid - In: European research on management and business economics 25 (2019) 2, pp. 99-104
This study uses the Markov chain and agency theory to demonstrate a link between a salesperson's perceived attributes with customer retention and both optimal effort and commission, using a relational perspective. The purpose is to show sales managers that, with a customer survey, they can use...
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012016639
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Systematic Review of Algorithms of Sales Force Automation Systems
Kataria, Vibhor - 2022
Accurate sales forecasting is a distant dream or may be a nightmare for managers of sales departments. Sales is a high pressure function but extremely rewarding both in terms of professional satisfaction and financial gains. It remains a ubiquitous challenge for business units on the accuracy of...
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013295881
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Principal-independent manufacturers' representative relationships : review, synthesis, directions for future research
Bergestuen, Trond; Thompson, Kenneth N.; Strutton, David - In: Industrial marketing management : the international … 102 (2022), pp. 421-437
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013259113
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Business-to-business selling in the post-COVID-19 era : developing an adaptive sales force
Rangarajan, Deva; Sharma, Arun; Lyngdoh, Teidorlang; … - In: Business horizons 64 (2021) 5, pp. 647-658
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Practical insights for sales force digitalization success
Zoltners, Andris A.; Sinha, Prabhakant; Sahay, Dharmendra; … - In: Journal of personal selling & sales management : JPSSM 41 (2021) 2, pp. 87-102
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Commentary: practical insights for sales force digitalization success : an executive's key takeaways
Brüggemann, Felix - In: Journal of personal selling & sales management : JPSSM 41 (2021) 2, pp. 110-112
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Continuous techno-training and business-to-business salesperson success : how boosting techno-efficacy enhances sales effort and performance
Rayburn, Steven W.; Badrinarayanan, Vishag; Anderson, … - In: Journal of business research : JBR 133 (2021), pp. 66-78
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Planning profitable tours for field sales forces : a unified view on sales analytics and mathematical optimization
Meyer, Anne; Glock, Katharina; Radaschewski, Frank - In: Omega : the international journal of management science 105 (2021), pp. 1-19
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Improving Salesperson Effectiveness Through Sales Forces Automation Tools in Wholesale Distribution Firms
Berisha Qehaja, Albana - 2016
The main purpose of this paper is to contribute to the discussion of whether the effectiveness of salespeople is improved through sales force automation tools. A survey was carried out in three local firms in the Republic of Kosovo, dealing with the distribution of FMCG (fast-moving consumer...
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012987812
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Gesundheit und Gesundheitsmanagement im selbständigen Außendienst
Lüdemann, Pia Magdalen - 2016
Selbständige Außendienstmitarbeiter sind oft die Schnittstelle zum Kunden. Langfristige Beziehungen zwischen Außendienstmitarbeitern (ADM) und Kunde sind von höchstem Wert für Unternehmen. Dafür ist es wichtig, dass die ADM gesund und leistungsfähig bleiben. In der vorliegenden Fallstudie...
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10011476931
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Einsatz von Customer Relationship Management im Vertrieb : eine Untersuchung am Beispiel der Assekuranz Schweiz
Mussak, Pirmin - 2016
Die vorliegende Dissertation hat den Einsatz von CRM im Vertrieb der Schweizer Assekuranz zum Inhalt. Mittels drei Teiluntersuchungen wurde anhand des Falles "AXA Winterthur" die CRM-Akzeptanz, der CRM-Einsatz sowie der Einfluss von CRM auf die Performance von Aussendienstmitarbeitern...
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10011481330
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Salesperson implementation of sales strategy and its impact on sales performance
Inyang, Aniefre Eddie; Jaramillo, Fernando - In: Journal of strategic marketing 28 (2020) 7, pp. 601-619
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Evaluation of salespeople by the purchasing function : implications for the evolving role of salespeople
Paesbrugghe, Bert; Rangarajan, Deva; Hochstein, Bryan; … - In: Journal of personal selling & sales management : JPSSM 40 (2020) 4, pp. 289-305
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012395131
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Koordinierter Einsatz von Direktmarketing und Verkaufsaußendienst im Business-to-Business-Kontext
Fredebeul-Krein, Tobias; Krafft, Manfred - In: Führung von Vertriebsorganisationen : Strategie - …, (pp. 317-336). 2020
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012254011
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Preissetzungskompetenz im Verkaufsaußendienst : Delegation um jeden Preis?
Krafft, Manfred; Hake, Sandra - In: Führung von Vertriebsorganisationen : Strategie - …, (pp. 527-544). 2020
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012254085
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Firm actions to develop an ambidextrous sales force
Panagopoulos, Nikolaos G.; Rapp, Adam; Pimentel, Michael A. - In: Journal of service research 23 (2020) 1, pp. 87-104
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012183607
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Impact of salesperson macro-adaptive selling strategy on job performance and satisfaction
Kwak, Hyokjin; Anderson, Rolph E.; Leigh, Thomas W.; … - In: Journal of business research : JBR 94 (2019), pp. 42-55
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10011947293
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Institutionelle Korruption und Arzneimittelvertrieb
Kölbel, Ralf (ed.) - 2019
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10011893720
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A Longitudinal Cross-Level Model of Leader and Salesperson Influences on Sales Force Technology Use and Performance
Mathieu, John; Ahearne, Michael; Taylor, Scott R. - 2014
The authors examined the influence of the introduction of a new suite of technology tools on the performance of 592 salespersons. They hypothesized that the salespersons’ work experience would have a negative effect on their technology self-efficacy, which in turn would relate positively to...
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Sales Force’s Attitudes Toward Technology : Evidence from Spain
Pando García, Julián - 2013
Technology has changed company activity. It has equipped companies with elements which give them better and greater knowledge of their target audiences and clients. Within the commercial scope of organizations, it is important to understand which factors explain the use of technology. In this...
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Acquisa
Freiburg, Br. : Haufe-Lexware; anfangs: Würzburg : Schimmel - 37.1989,10-2018, 02 ; damit Erscheinen eingestellt
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10000494160
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Sales force structure : a review
Shabbir Husain RV - In: The marketing review 18 (2018) 3/4, pp. 227-242
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012116368
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Salesperson energising relationship : a driver for enhancing salesperson performance
Retnawati, Berta Bekti; Ferdinand, Augusty Tae; Herman, … - In: International journal of services, economics and management 9 (2018) 3/4, pp. 317-336
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012035924
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Social media technology use and salesperson performance : a two study examination of the role of salesperson behaviors, characteristics, and training
Ogilvie, Jessica; Agnihotri, Raj; Rapp, Adam; Trainor, Kevin - In: Industrial marketing management : the international … 75 (2018), pp. 55-65
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Be Careful What You Look for : The Effect of Trait Competitiveness and Long Hours on Salesperson Deviance and Whether Meaningfulness of Work Matters
Jelinek, Ronald - 2012
Ask sales managers and recruiters what they look for in a salesperson, and they will report that they seek competitive, hard-working professionals who match the culture of their company, and research would support the contention that such things generally help the sales organization. But could...
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Macro sales force research
Cron, William L. - In: The journal of personal selling & sales management : JPSSM 37 (2017) 3, pp. 188-197
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Impact of stressful situations on salespersons' gestures
Coffre, Philippe - In: Journal of business-to-business marketing 24 (2017) 2, pp. 81-97
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Restrukturierung von Verkaufsgebieten : eine empirische Untersuchung aus der Mitarbeiterperspektive
Heinrich, Arne - 2017
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10011647931
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The catbird seat of the sales force : how sales force integration leads to new product success
Kuester, Sabine; Homburg, Christian; Hildesheim, Andreas - In: International journal of research in marketing : IJRM ; … 34 (2017) 2, pp. 462-479
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Managing sales team at balram beverages
Mukherjee, Jaydoop - In: Vision : the journal of business perspective 21 (2017) 4, pp. 473-478
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10011833735
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Sales force incentives at service sales corporation
Rana, Arif Iqbal; Mumtaz, Mohammad Kamran - In: Asian journal of management cases : AJMC 14 (2017) 2, pp. 160-175
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10011790806
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Restrukturierung von Verkaufsgebieten : Eine empirische Untersuchung aus der Mitarbeiterperspektive
Heinrich, Arne - 2017
Der Verkaufsaußendienst und die Verkaufsgebietsgestaltung -- Change Management und organisationale Gerechtigkeit -- Erfolgsdeterminanten der Restrukturierung aus Mitarbeiterperspektive -- Untersuchung der Wirkung des Verhaltens des Managements -- Untersuchung des Mitarbeiterverhaltens. .
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Valuation and value creation of insurance intermediaries
Max, Claudia - 2016
Introduction -- Agents and brokers in the insurance industry : an intriguing area for further research -- Valuation of small and medium-sized insurance brokers : establishing a valuation approach for business succession -- Value creation in insurance intermediary mergers and acquisitions : an...
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10011452832
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Relationship between sales force reputation and customer behavior : role of experiential value added by sales force
Echchakoui, Saïd - In: Journal of retailing and consumer services 28 (2016), pp. 54-66
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Integrating multiple recommendation schemes for designing sales force support system : a travel agency example
Tseng, Shu-Feng; Won, Yu-Ling - In: International journal of electronic business 13 (2016/2017) 1, pp. 1-37
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10011776932
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Examination into the effects of job satisfaction on salesperson deviance : the moderating role of customer orientation
Lo Iacono, Joseph; Weaven, Scott K.; Griffin, Deborah - In: Journal of business economics and management 17 (2016) 2, pp. 173-186
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10011516863
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Diffusionsbeschleunigung in Industriegütermärkten : die Wirkung der Sales Force Adoption auf die Adoption des Kunden
Nowack, Christian - 2016
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10011517862
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Screen to screen selling : how to increase sales, productivity, and customer experience with the latest technology
Devitre, Doug - 2016
You can use Skype, FaceTime, webinars, and other online platforms to save time, effort, and money-while increasing value and sales Screen-to-Screen Selling shows how to sell without being physically present using platforms everyone now has access to--Skype, FaceTime, webinars, mobile devices,...
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10011737914
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Assessing sales contest effectiveness : the role of salesperson and sales district characteristics
Gopalakrishna, Srinath; Garrett, Jason; Mantrala, Murali K. - In: Marketing letters : a journal of research in marketing 27 (2016) 3, pp. 589-602
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10011537287
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Does coaching matter? : a multilevel model linking managerial coaching skill and frequency to sales goal attainment
Dahling, Jason J.; Taylor, Samantha Ritchie; Chau, … - In: Personnel psychology : a journal of applied research 69 (2016) 4, pp. 863-894
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A Comparison and Expansion of the Bases Used for Evaluating Salespeople's Performance
Jackson, Donald; Schlacter, John; Bridges, Claudia; … - 2016
Evaluating the performance of salespeople is more important today than ever before because of substantial changes in technology, team selling, services selling, and perspectives on evaluations. Therefore, in this study, we collected data from sales managers in a wide variety of industries to...
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014035879
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