Книга: Управление отделом продаж

Рекомендуемая литература

Рекомендуемая литература

Bracken, David W. and Dale S. Rose When Does 360-Degree Create Behavior Change? And How Would We Know It When It Does? Journal of Business and Psychology 26 (июнь, 2011). Стр. 183–192.

Jackson Jr., Donald W., John L. Schlachter, Claudia Bridges, Andrew S. Gallan. A Comparison and Expansion of the Bases Used For Evaluating Salespeople’s Performance. Journal of Marketing Theory and Practice 18 (осень, 2010). С. 395–406.

Singh, Ramendra and Abraham Koshy. Determinants of B2B Salespersons’ Performance and Effectiveness: A Review and Synthesis of Literture. The Journal of Business and Industrial Marketing 25 (2010). С. 535–546.

Stewart, Susan M., Melissa L. Gruys, and Maria Storm. Forced Distribution Performance Evaluation Systems: Advantages, Disadvantages and Key to Implementation. Journal of Management and Organization 16 (март, 2010). С. 168–179.

?st?ner, Tuba and Dawn Iacobucci. Does Intraorganizational Network Embeddedness Improve Salespeople’s Effectiveness? A Task Contingency Perspective. Journal of Personal Selling & Sales Management 32 (весна, 2012). С. 187–206.

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