Strategic management of salespeople when promoting new products
نویسندگان
چکیده
منابع مشابه
Managing salespeople strategically when promoting new products¬タヤIncorporating market orientation into a sales management control framework
a r t i c l e i n f o Salespeople play a pivotal role in promoting new products. Therefore, managers need to know what control mechanism (i.e., output-based control, behavior-based control, or knowledge-based control) can improve their salespeople's new product sales performance. Furthermore, managers may be able to assist salespeople in performing better by having a strong market orientation. ...
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ژورنال
عنوان ژورنال: European Journal of Marketing
سال: 2015
ISSN: 0309-0566
DOI: 10.1108/ejm-03-2014-0181