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Showing 1 to 2 of 2 for “"sales force control systems"”.
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Differing Effects of Goals on Sales Control Systems and Multifaceted Job Satisfaction
… of both quantitative and qualitative goals on sales force motivation in the context of sales force control systems and the various facets of job satisfaction. An interactive sales controls–goal systems model was presented with the objective of more clearly understanding what is going on inside …
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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 …