Advanced
search

To read this content please select one of the options below:

Removing Salesforce Performance Hurdles

Emin Babakus (Professor of Marketing at the University of Memphis Fogelmann College of Business, Memphis, Tennessee, USA.)
David W. Cravens (Professor of Marketing and Holder of the Eunice James L. West Chair of American Enterprise Studies at Texas Christian University, Fort Worth, USA.)
Ken Grant (Professor of Marketing at Monash University, Caulfield East, Victoria, Australia)
Thomas N. Ingram (Professor of Marketing at the University of Memphis Fogelmann College of Business, Memphis, Tennessee, USA.)
Raymond W. LaForge (Professor of Marketing at the University of Louisville, Kentucky, USA)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Article publication date: 1 September 1994

1792

Abstract

Examines how sales managers can affect and improve salesforce performance. Describes the similarities and differences between high‐ and low‐performance salesforces and the ways in which sales management can create the opportunity for salespeople to perform well. Discusses research implications and offers management guidelines to improve the effectiveness of sales organizations.

Keywords

Citation

Babakus, E., Cravens, D.W., Grant, K., Ingram, T.N. and LaForge, R.W. (1994), "Removing Salesforce Performance Hurdles", Journal of Business & Industrial Marketing, Vol. 9 No. 3, pp. 19-29. https://doi.org/10.1108/08858629410066827

Publisher

:

MCB UP Ltd

Copyright © 1994, MCB UP Limited

Related articles

Manage cookies

We’re listening — tell us what you think

Join us on our journey