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0bjectives 0rganization analysis areas article examines authors concluded behavior Box-Jenkins call frequencies CALLPLAN Conjoint Analysis cost Data was collected Data were collected effective factors feedback findings suggest firms forecasting errors Futrell Georgia State University goals Harvard Business Review important INDSALES Industrial Marketing Management Industrial Salesmen Industrial Selling interactive job performance job satisfaction Journal of Marketing Management Science managerial Marketing April Marketing January l975 Marketing July Marketing Research February Marketing Research November measured method Model for Sales motivation nonfinancial incentives number of articles perceptions personnel Planning potential pricing authority problems procedure profit propensity to leave pygmalion effect quotas relationship Research February l976 Research November l976 role clarity role conflict Sales Force Management Sales Forecasting sales performance sales representatives sales training salespeople salesperson saleswomen sample selected selling effort strategy Structural Equation Models territorial sales territory design test markets Training and Development