SELLING ACTIVITY AND SALES POSITION TAXONOMIES FOR INDUSTRIAL SALESFORCES

[1] SALESFORCE PERFORMANCE AND SATISFACTION AS A FUNCTION OF INDIVIDUAL DIFFERENCE, INTERPERSONAL, AND SITUATIONAL FACTORS [J]. JOURNAL OF MARKETING RESEARCH, 1978, 15 (04) : 517 - 531

[2] THE DETERMINANTS OF SALESPERSON PERFORMANCE - A META-ANALYSIS [J]. JOURNAL OF MARKETING RESEARCH, 1985, 22 (02) : 103 - 118

[3] CHURCHILL GA, 1981, SALESFORCE MANAGEMEN

[4] CHURCHILL GA, 1978, AMA MSI SALES MANAGE

[5] Churchill Jr G.A., 1985, SALES FORCE MANAGEME

[6] THE INFLUENCE OF CAREER STAGES ON SALESPEOPLE JOB-ATTITUDES, WORK PERCEPTIONS, AND PERFORMANCE [J]. JOURNAL OF MARKETING RESEARCH, 1986, 23 (02) : 119 - 129

[7] HAIR JF, 1979, MULTIVARIATE DATA AN

[8] Howells George W., 1968, BRIT J MARKET, V2, P13

[9] Hunt S. D., 1976, MARKETING THEORY CON

[10] LAMONT LM, 1974, PROCEEDINGS, P493

[1] SALESFORCE PERFORMANCE AND SATISFACTION AS A FUNCTION OF INDIVIDUAL DIFFERENCE, INTERPERSONAL, AND SITUATIONAL FACTORS [J]. JOURNAL OF MARKETING RESEARCH, 1978, 15 (04) : 517 - 531

[2] THE DETERMINANTS OF SALESPERSON PERFORMANCE - A META-ANALYSIS [J]. JOURNAL OF MARKETING RESEARCH, 1985, 22 (02) : 103 - 118

[3] CHURCHILL GA, 1981, SALESFORCE MANAGEMEN

[4] CHURCHILL GA, 1978, AMA MSI SALES MANAGE

[5] Churchill Jr G.A., 1985, SALES FORCE MANAGEME

[6] THE INFLUENCE OF CAREER STAGES ON SALESPEOPLE JOB-ATTITUDES, WORK PERCEPTIONS, AND PERFORMANCE [J]. JOURNAL OF MARKETING RESEARCH, 1986, 23 (02) : 119 - 129

[7] HAIR JF, 1979, MULTIVARIATE DATA AN

[8] Howells George W., 1968, BRIT J MARKET, V2, P13

[9] Hunt S. D., 1976, MARKETING THEORY CON

[10] LAMONT LM, 1974, PROCEEDINGS, P493