What people are saying - Write a review
We haven't found any reviews in the usual places.
A Preferred Style of Sales Management
by Jay Hall
by Robert Tannenbaum and Warren H Schmidt
30 other sections not shown
ability action analysis ANOVA approach asked attribution theory average B.F. Skinner behavior Behavior Modification boss call reluctance career coaching communication consequence content theories deadwood decision defensive deployment develop discussion effective employee employee's Equity Theory evaluation example expectations experience factors feedback feel formance frustration goals Harvard Business Review havior identify important improve increase individual influence interview involved management by objectives managerial mance measure ment motiva motivation negative opportunity organization organizational percent performance appraisal performance problems person planning plateauing poor performance positive Positive reinforcement potential promotion Pygmalion questions reinforcement relationship responsibility rewards sales calls sales manager sales performance sales training salesforce salesmen salespeople salesperson scenario sibility situation skills social style specific standards strategies subor subordinate subordinate's success suggest supervisor techniques theory tion tive understand