Peak Performance in the Sales Force
Journal of Personal Selling and Sales Management(2013)
摘要
A major concern of sales managers is getting the most out of the salesforce. While much literature has investigated how an array of variables influences the performance of salespeople, little has examined the impact of culture. Specifically, this article discusses the importance of developing a culture in which salespeople, by exerting the maximum amount of discretionary effort, can perform at peak levels. Managerial and research implications of the discussion are presented.
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