Building and assessing cultural diversity skills
Article Abstract:
A research model for studying the effects of diversity training on sales is given. This article outlines a simulation exercise to aid in creating awareness in managers and sales executives to the importance of diversity in the workplace.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2001
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An exploritory investigation of the relationship of sales force compensation and intrinsic motivation
Article Abstract:
Research information regarding the sales motivation in relation to intrinsic motivation is given. The research outlined in this article analyzes the sales versus compensation relationship and forms a framework for it's future research.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2001
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Complex and strategic decision making in organizations
Article Abstract:
Research into decision making in organization and how such aspects effect sales management are given. The research shows that adoption of national accounts is best suited for complex sales and management strategies in companies.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2001
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