Removing Salesforce Performance Hurdles

Examines how sales managers can affect and improve salesforce performance. Describes the similarities and differences between high‐ and low‐performance salesforces and the ways in which sales management can create the opportunity for salespeople to perform well. Discusses research implications and offers management guidelines to improve the effectiveness of sales organizations.

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Year of publication:	1994
Authors:	Babakus, Emin ; Cravens, David W. ; Grant, Ken ; Ingram, Thomas N. ; LaForge, Raymond W.
Published in:	Journal of Business & Industrial Marketing. - MCB UP Ltd, ISSN 2052-1189, ZDB-ID 2019934-X. - Vol. 9.1994, 3, p. 19-29
Publisher:	MCB UP Ltd
Subject:	Performance Measurement \| Research \| Sales Management

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Type of publication:	Article
Type of publication (narrower categories):	case-report
Language:	English
Other identifiers:	10.1108/08858629410066827 [DOI]
Source:	Other ZBW resources

Persistent link: https://www.econbiz.de/10014843249