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Le pilotage des forces de vente: État de l'art et modèle conceptuel

Author

Listed:
  • R. Darmon

    (ESSEC Business School)

Abstract

Cet article a pour but de placer les recherches récentes sur les systèmes de contrôle des forces de vente dans une perspective plus large. Il propose un modèle conceptuel du contrôle des commerciaux qui ne se limite plus à la distinction entre contrôles basés sur les résultats ou sur les comportements des vendeurs, mais qui propose également d'autres dimensions qui pourraient expliquer pourquoi les directeurs commerciaux choisissent des éléments particuliers de contrôle à l'intérieur même d'une catégorie donnée.

Suggested Citation

  • R. Darmon, 1997. "Le pilotage des forces de vente: État de l'art et modèle conceptuel," Post-Print hal-02016857, HAL.
    • Handle: RePEc:hal:journl:hal-02016857
    as

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