...Adel L. El‐Ansary; Noël B. Zabriskie; John M. Browning Reports the findings of a national study which addresses the question: why do some salesforces perform much better than others?Features an in‐depth presentation of the results pertaining to the teamwork factor and recommends managerial actions...

... in specific areas and as a whole. Its dimensions include persistence, reliability,integrity, desire and empathy (PRIDE), teamwork, research, learning,change, leadership, and service. Concludes that once salesforce quality has been achieved, many of the same concepts can be applied throughout the organization...