Analyses salesforce performance and examines high and low performance Australian sales organizations. Chief sales executives in 99 companies describe their sales organizations′ characteristics, management priorities, salesforce performance and sales organization effectiveness. The companies are divided into two performance groups and compared across 31 salesforce performance activities. Important differences between the high and low performance groups concern expense control, sales presentation effectiveness, and sales results performance of salespeople. Identifies important performing issues and indicates guidelines for improving sales organization performance.
Cravens, D.W., Grant, K., Ingram, T.N., LaForge, R.W. and Young, C. (1992), "In Search of Excellent Sales Organizations", European Journal of Marketing, Vol. 26 No. 1, pp. 6-23. https://doi.org/10.1108/03090569210007765
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