...Roger Bennett Heads of business‐to‐business salesforces in 113 large companies based in Greater London completed mail questionnaires designed to investigate the role of social and other informal gatherings in the exchange of salespeople’s knowledge of specific customers, selling methods, sales...

...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...

... 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...

... and information capabilities. Differences among the respondents are based on seniority as well as firm‐level performance. High performance firms and field managers consider team selling to be the most important determinant of salesforce effectiveness. Based on agency theory, SSEs are the principals who have...

... managers. Offers several propositions; notes the consequences of perceived inequity; suggests preventive measures; and discusses future research implications. © MCB UP Limited 1997 Equal opportunities Gender Promotion Salesforce Sales management Although the number of female sales...

...Janet R. McColl‐Kennedy; Geoffrey C. Kiel; Susan J. Dann Reports a study of the salesforce compensation practices in manufacturing companies which is the first of its kind undertaken in Australia. Australian companies rely heavily on salary as the main form of salesforce compensation, unlike...

.... 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...