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Sales force management: Planning, implementation, and control · Study

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ArticleSales force management: Planning, implementation, and control

Gilbert A. Churchill1981

Article1981

Sales force management: Planning, implementation, and control

Gilbert A. Churchill · Neil M. Ford · Orville C. Walker

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Employee Performance and Motivation Human Resource and Talent Management Management and Organizational Practices

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2009The coordination strategies of high-performing salespeople: internal working relationships that drive success 1997Adoption of new products by the sales force: The construct, research propositions, and managerial implications*1 1997Adoption of New Products by the Sales Force: The Construct, Research Propositions, and Managerial Implications 2000Impact of the consideration of future sales consequences and customer‐oriented selling on long‐term buyer‐seller relationships 2004Sales Contest Effectiveness: An Examination of Sales Contest Design Preferences of Field Sales Forces 1999Risk Behavior in Response to Quotas and Contests 1995The effects of gender on the development of relationships between clients and financial advisers 2000Trade in Thailand: A three-way cultural comparison

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Year1981

Typearticle

Published1981-01-01

Languageen

Citations119

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ShelfEmployee Performance and Motivation

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