..., 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 In June 2015, Shah Mir, an area sales manager (ASM) at PurePack Pakistan, was face-to-face with an irate distributor named Amir Kazmi, who ran Kazmi Agency in Sukkur, Sindh. PurePack Pakistan...

... 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 The Al-Ain case describes sales force management and sales force evaluation...

...: 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 Muhammad Muzamil Sattar, Asad Ali...

...: Marketing. Rajat Gera is the corresponding author and can be contacted at: geraim32@rediffmail.com © Emerald Publishing Limited 2017 Emerald Publishing Limited Licensed re-use rights only Salesforce Sales management Selling Sales performance Distribution channels Channel management...