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Showing 1 to 1 of 1 for “"Force de vente"”.
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Conception du système de contrôle de la force de vente dans une perspective relationnelle validation contextuelle
In the literature, two sales force control systems advocated by Anderson and Oliver (1987) are predominant. These systems are representative of behavior control (eg, presentation quality) and results (eg sales volume). However, despite the importance of these two control systems, they are …