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An approach for determining criteria of sales performance.

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References

1970Sales Force Management82 cited
1962Personality and ability factors in sales performance.68 cited

Cited by

1994Salesperson Failure: Definition, Determinants, and Outcomes43 cited
1999Accounting for the Impact of Territory Characteristics on Sales Performance: Relative Efficiency as a Measure of Salesperson Performance43 cited
1975Sales Response as a Function of Territorial Potential and Sales Representative Workload42 cited
1987Corporate Culture and Sales Force Management in Japan and America36 cited
2022The interplay between objective and subjective measures of salesperson performance: towards an integrated approach28 cited
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.24 cited
2013Unravelling Criteria for Assessing the Performance of Salespeople: A Causal Analysis24 cited
1993Incorporating a Quality Improvement Perspective into Measures of Salesperson Performance21 cited
2012The Use of Objective Measures as Criteria in I/O Psychology5 cited
1978Sales persons' and managers' perceptions of work environment and job performance3 cited

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