The Current State of Sales Force Activities

The Current State of Sales Force Activities

Despite major changes in sales organizations and the sales environment over the last decade, no systematic updating of sales force activities has been undertaken since 1986. This article reports the process and results of a sales activities update, including 49 new activities not previously reported...

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Veröffentlicht in:Industrial marketing management 1999, Vol.28 (1), p.87-98
Hauptverfasser: Marshall, Greg W, Moncrief, William C, Lassk, Felicia G
Format: Artikel
Sprache:eng
Schlagworte:
Professional responsibilities
Salespeople
Studies
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Beschreibung
Zusammenfassung:Despite major changes in sales organizations and the sales environment over the last decade, no systematic updating of sales force activities has been undertaken since 1986. This article reports the process and results of a sales activities update, including 49 new activities not previously reported in the 1986 study. The resulting list of new sales activities is presented and discussed, and the importance of the findings to sales organizations and sales researches is addressed.
ISSN:0019-8501
1873-2062
DOI:10.1016/S0019-8501(98)00025-X