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.

Sales Management, Methods, Customer relationship management

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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.

Employee performance, Organizational structure

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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.

Organizational behavior, Organizational behaviour

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