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- Publisher
- Wiley
- Copyright
- Copyright © 1999 Wiley Subscription Services, Inc., A Wiley Company
- ISSN
- 0825-0383
- eISSN
- 1936-4490
- DOI
- 10.1111/j.1936-4490.1999.tb00616.x
- Publisher site
- See Article on Publisher Site
Abstract
Activities that enhance salesforce performance are examined. Effective salesforces are more adaptive in selling, handle customer complaints better, and generate higher market shares and profits, especially by selling new products. There are no differences between the two groups in terms of their selling capabilities. However, more effective salespeople get a higher sense of accomplishment from their work and are more willing to take risks. Résumé Le présent article étudie les activités qui augmentent la performance des représentants. Les représentants efficaces sont adaptifs à la vente, traitent soigneusement les plaintes des clients et génèrent des parts de marché et des profits élevés, en particulier en vendant de nouveaux produits. Il n'existe aucune différence entre les deux groupes en termes de capacité de vente. Cependant, les bons représentants ont un grand sens de la réussite dans leur travail et sont prêts à prendre des risques.
Journal
Canadian Journal of Administrative Sciences/Revue Canadienne des Sciences de L'Administration – Wiley
Published: Jun 1, 1999