...-cultural sales training research and developing hypotheses. Design/methodology/approach – A methodology section follows, including measurement instruments, sample and data collection, and validity and reliability measures. The data were collected from sales managers, marketing managers, and sales...

... and benefits (Kirkpatrick, 1994). Sales management Sales training Evaluation Reaction Learning Training effectiveness Sales training is important because: there have been dramatic changes in the selling and sales management environment over the last decade (Jones et al., 2005...

.... Change management Knowledge workers Organizational structure Sales management The thrust of this paper is to examine the effect and extent that individual motivation, organizational strategy and structure, and resistance to change affect sales performance in the advent of adaptive and complex...

... with the Nonaka/Takeuchi cycle (externalisation, socialisation, internalisation and combination) exerted a significant impact on one or more key dimensions of salesforce management. © MCB UP Limited 2001 Salesforce Knowledge management Knowledge‐based systems Sales management Conventional...

...A. Tansu Barker The impact of characteristics of salespeople, activities of sales managers and territory design are investigated as antecedents of sales organization performance among Canadian salesforces. Based on MANOVA analysis of responses from 102 field sales managers, more effective sales...

..., raising important distribution strategy issues which will be addressed later in this article. Market segmentation High technology Consumer behaviour Marketing management Sales management Information technology The continued rapid growth in the development and diffusion of technological...

... of his/her particular orientation. © MCB UP Limited 1998 Customer orientation Marketing communications Salesforce Sales management Sales methods Communication is a transactional process between two or more parties whereby meaning is exchanged through intentional use of symbols...

...Harry A. Harmon Explores equity theory and its implications for the promotion system in a sales organization. Argues that the increasing number of female sales representatives will encourage the promotion of women to sales management positions and increase the perception of inequity by male sales...

... operate. © MCB UP Limited 1993 Australia Compensation Salesforce Sales management MONEY OR MOTIVATION?: COMPENSATING THE SALESFORCE 13 Seeks to provide some Australian data on the experience of salespeople employed by manufacturing firms. Money or Motivation?: Compensating the Salesforce...

... of the Chinese enterprises. Suggests further research directions for the purpose of gaining a deeper understanding of the marketing activities and, in particular, salesforce management of China′s socialist enterprises. © MCB UP Limited 1992 China Sales management Management philosophy Research 1...

.... The article considers the traditional methods of cost controls and applications of technology by the salesforce. © MCB UP Limited 1989 Salesforce Sales management Computer technology Marketing UNIVERSAL PRODUCT CODES: AN ADJUNCT TO TRADITIONAL SALESFORCE CONTROLS by Ira Teich Long Island...