Sales Teamwork: A DOMINANT STRATEGY FOR IMPROVING SALESFORCE EFFECTIVENESS

Abstract

Reports the findings of a national study which addresses the question: why do some salesforces perform much better than others? Features an in‐depth presentation of the results pertaining to the teamwork factor and recommends managerial actions to take. Relates the key findings, examines the measures used to determine salesforce performance, and identifies teamwork variables constituting the dominant strategies which result in increasing salesforce effectiveness.

Citation

El‐Ansary, A.L., Zabriskie, N.B. and Browning, J.M. (1993), "Sales Teamwork: A DOMINANT STRATEGY FOR IMPROVING SALESFORCE EFFECTIVENESS", Journal of Business & Industrial Marketing, Vol. 8 No. 3, pp. 65-72. https://doi.org/10.1108/08858629310044183