... goals. In the next subsection we discuss the role of selling strategies on sales performance. Sales strategies Sales performance Sales force In today's highly competitive environment, there is intense pressure to improve the efficiency and effectiveness of manufacturing and procurement...

...Tom Nagle; John Hogan Purpose The article seeks to discuss how and why it is possible to motivate a sales force to follow the guidelines of a consistent pricing policy that promotes profitability and increases margin, and which is beneficial to both providers and consumers of products and services...

...Mary Larson; Romney Resney Is there a management team that hasn’t been seduced by the revenue‐boosting, cost‐slashing mantra “sales force effectiveness”? The phrase, used broadly to encompass both a wide range of sales force automation and related CRM (customer relations management) initiatives...