Grid analysis for sales supervision |
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| Authors: | Frank E. Moriya John C. Gockley |
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| Affiliation: | Frank E. Moriya is Henry Littlefield Associate Professor of Marketing and International Business and Chairman of Department of Marketing and International Business at the University of Bridgeport, Bridgeport, Connecticut, USA.;John C. Gockley is Assistant Professor of Marketing at the University of Bridgeport, Bridgeport, Connecticut, USA |
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| Abstract: | Falling to recognize the unique need and desire of salespeople, the sales manager tends to allocate supervisory time according to the amount of his or her past selling experience. This time allocation results in either the excessive or insufficient supervision of sales personnel. This article describes a process of arriving at a more optimum allocation of supervisory time. |
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| Keywords: | Address Correspondence to: Professor Frank E. Moriya Department of Marketing College of Business University of Bridgeport Bridgeport CT 06601 USA. |
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