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Motivating the industrial sales force in the sales forecasting process

Authors:	Teresa M McCarthy Byrne [Author Vitae] Mark A Moon [Author Vitae] John T Mentzer [Author Vitae]

Institution:	^a Bryant University, Department of Marketing, 1150 Douglas Pike, Smithfield, RI 02917, USA ^b University of Tennessee, Department of Marketing and Logistics, 324 Stokely Management Center, Knoxville, TN 37996, USA

Abstract:

Keywords:	Sales forecasting Motivation Job satisfaction Job seriousness Forecasting training
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