..., but the DMs had done well in their sales performance for Quarter 1. All of them had achieved their targets, so Quarter 2, when he joined, started on a high note. But Salil Govind, the regional sales manager, his boss, was very concerned that a territory that had no manager had been consistently doing so well...

... Licensed re-use rights only Distribution management Sales management Sales performance Shah had taken over his territory, which had a yearly turnover of PKR 631.1m [ 2 ], from Noor Azam last quarter. Noor had been instrumental in building PurePack Pakistan’s business in central Sindh, which...

.... Muhammad Muzamil Sattar can be contacted at: muzamil.sattar@iba-suk.edu.pk © Emerald Publishing Limited 2020 Emerald Publishing Limited Licensed re-use rights only Sales performance Salesforce Sales management Organizational behaviour On a sunny, cold day in February 2018, Dr...

...: Marketing. Muhammad Muzamil Sattar can be contacted at: muzamil.sattar@iba-suk.edu.pk © Emerald Publishing Limited 2020 Emerald Publishing Limited Licensed re-use rights only Business ethics Sales management Sales performance Marketing ethics Selling in Pakistani pharmaceutical...

... and wholesalers, as shown in Figures E2 and E3 . The total strength of rural distribution structure in Bihar was 38 SSs and 570 SDs, as shown in Exhibit 5 . Salesforce Sales management Selling Sales performance Distribution channels Channel management/relationships Sajjan Singhvi, Gaurav...