Enhancing salespeople's effectiveness
Article Abstract:
Salespeople play an important role in applying customer-driven strategies, and enhancing their performance becomes a top piority for many organizations. An approach to help executives determinine the control levels suitable to to the company's selling situation and creating comparisons with manager competencies in carrying out these control activities is presented.
Publication Name: Marketing Management
Subject: Business, general
ISSN: 1061-3846
Year: 2007
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Formal and informal management control combinations in sales organizations:the impact on salesperson consequences
Article Abstract:
An alternative perspective to behavior-based management control in sales organizations are examined resulting in the better performance, satisfaction of the salesperson. The managerial implications are discussed and several future research directions are proposed.
Publication Name: Journal of Business Research
Subject: Business, general
ISSN: 0148-2963
Year: 2004
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The control factor
Article Abstract:
Professional and cultural control plays an important role in the organizationEs management. It is more-rather-than-less control that brings positive response as against less-rather-than-more control, which is thought to be the best form of control.
Publication Name: Marketing Management
Subject: Business, general
ISSN: 1061-3846
Year: 2004
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