Improving the Effectiveness of Field Sales Organizations: A European Perspective - Coaching rather than commanding salespeople increases sales unit effectiveness. Managers play a vital role in helping salespeople deliver high level performance
| Authors: | Baldauf, Artur ; Cravens, David W. |
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| Published in: |
Industrial marketing management : the international journal for industrial and high-tech firms. - New York, NY [u.a.] : Elsevier, ISSN 0019-8501, ZDB-ID 1201244. - Vol. 19990, 02800, p. 63-72
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