Greenwood Publishing Group : Sales Force Dynamics

Sales Force Dynamics
Motives, Management, Money, Marketplace
By James B. Weitzul

0-89930-807-4/978-0-89930-807-4

Description

Many people have favorite theories about what factors contribute to the development of a successful sale force. Many of these theories contain some grains of truth, but few have been empirically tested. This book demonstrates, systematically, the importance of four key factors of a successful sales force. It presents a detailed analysis of the single and interactive importance of each factor and demonstrates that it is the interaction of the four factors that ultimately leads to an effective sales force. It concludes, convincingly, that all four factors must be considered when developing the sales force.

List Price: $107.95 Pages: 208 Publication: 3/30/1993

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ISBN	Title	Price
0-89930-807-4 978-0-89930-807-4	Sales Force Dynamics	$107.95
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