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Measuring the performance of industrial salespersons |
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| Authors: | Douglas N. Behrman William D. Perreault |
| Affiliation: | Florida State University, USA;University of North Carolina, USA |
| Abstract: | Sales force performance is a critical concern of most industrial firms, yet in this area of research there are difficulties in measuring salespersons performance. Issues relevant to measuring the performance of industrial salespersons are reviewed. A self-report performance scale developed and evaluated based on the responses of 200 salespersons and 42 managers from five major industrial firms is presented. |
| Keywords: | Address correspondence to William D. Perreault Jr. College of Business Administration University of North Carolina Chapel Hill NC 27514 USA. |
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