Administration of Sales Force Tasks under Field Conditions
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Keywords
Sales force organization; selling behavior; task administration; sales performance evaluation; territory management; outcome performance; sales territory; compensation; sales unit effectiveness; organizational efficiency;All these keywords.
JEL classification:
- C99 - Mathematical and Quantitative Methods - - Design of Experiments - - - Other
- M12 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - Personnel Management; Executives; Executive Compensation
- M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing
- M52 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Personnel Economics - - - Compensation and Compensation Methods and Their Effects
- M54 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Personnel Economics - - - Labor Management
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