Title: Sales Force Effectiveness: A Framework for Researchers and Practitioners
Abstract: AbstractThis paper presents a Sales Force Effectiveness Framework that organizes the complexities of sales organizations, providing a holistic approach to defining and assessing sales force effectiveness. Sales practitioners can use the framework to diagnose sales force issues and develop multidimensional solutions, either when responding to external and internal events or when striving to improve. Sales researchers can use the framework to discover ways to expand their research focus to benefit practitioners. The framework is supported by an inventory of sales force effectiveness issues from sales leaders and recent academic publications. Additional informationNotes on contributorsAndris A. ZoltnersAndris A. Zoltners (Ph.D., Carnegie Mellon University), Professor of Marketing, Kellogg School of Management, Northwestern University, Cochairman, ZS Associates, [email protected] SinhaPrabhakant Sinha (Ph.D., University of Massachusetts), Cochair-man, ZS Associates, [email protected] E. LorimerSally E. Lorimer (M.M., Kellogg School of Management), Northwestern University, Consultant and Business Writer, ZS Associates, [email protected].
Publication Year: 2008
Publication Date: 2008-03-01
Language: en
Type: article
Indexed In: ['crossref']
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Cited By Count: 156
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