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An approach for determining criteria of sales performance. · Study

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ArticleAn approach for determining criteria of sales performance.

David W. Cravens1973

Article1973

An approach for determining criteria of sales performance.

David W. Cravens · Robert B. Woodruff

52 citations·0/0 files stored·Journal of Applied Psychology

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Employee Performance and Motivation Accounting and Organizational Management Human Resource Development and Performance Evaluation

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References

1970Sales Force Management 1962Personality and ability factors in sales performance.

Cited by

1994Salesperson Failure: Definition, Determinants, and Outcomes 1999Accounting for the Impact of Territory Characteristics on Sales Performance: Relative Efficiency as a Measure of Salesperson Performance 1975Sales Response as a Function of Territorial Potential and Sales Representative Workload 1987Corporate Culture and Sales Force Management in Japan and America 2022The interplay between objective and subjective measures of salesperson performance: towards an integrated approach 1987Is cost accounting the answer? Comparison of two behaviorally based methods for estimating the standard deviation of job performance in dollars with a cost-accounting-based approach.1993Incorporating a Quality Improvement Perspective into Measures of Salesperson Performance 2012The Use of Objective Measures as Criteria in I/O Psychology

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2000The Impact of Internet Use on Business-to-Business Marketingarticle · 1 shared reference 2002Measuring performance at trade showsarticle · 1 shared reference 2003The moderating effect of selling situation on the adaptive selling strategy–selling effectiveness relationshiparticle · 1 shared reference 1977Identifying Successful Industrial Salesmen by Personality and Personal Characteristicsarticle · 1 shared reference 1981Relation of Organisational Structure to Job Satisfaction, Anxiety-Stress and Performancechapter · 1 shared reference 1990Industrial salespeople as a source of market informationarticle · 1 shared reference

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Year1973

Typearticle

Published1973-06-01

VenueJournal of Applied Psychology

ISSN-L0021-9010

Languageen

Citations52

Files0 public / 0

ShelfEmployee Performance and Motivation

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doi10.1037/h0034715

openalex_workW2016001335

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