Sales Management Control Territory Design Sales Force Performance and Sales Organizational Effectiveness in the Pharmaceutical Industry is popular PDF and ePub book, written by Eric Longino in 2009, it is a fantastic choice for those who relish reading online the Business & Economics genre. Let's immerse ourselves in this engaging Business & Economics book by exploring the summary and details provided below. Remember, Sales Management Control Territory Design Sales Force Performance and Sales Organizational Effectiveness in the Pharmaceutical Industry can be Read Online from any device for your convenience.
Sales Management Control Territory Design Sales Force Performance and Sales Organizational Effectiveness in the Pharmaceutical Industry Book PDF Summary
Limited research exists about the determinants of sales organization effectiveness in pharmaceutical sales organizations. To fill this void, sales management control, sales territory design, and sales force performance are conceptualized as antecedents to sales organization effectiveness in pharmaceutical sales organizations. The results of the structural equation model tested suggested that pharmaceutical sales representatives perform better and are more effective when they are satisfied with sales territory design because of its significant relationship with sales force behavioral performance. The present study suggests sales force behavioral performance leads to sales organization effectiveness through its significant relationship to sales force outcome performance. These findings are somewhat different to those from similar studies in other industries, and identify some important implications for sales leaders in the pharmaceutical industry as well as suggesting a number of important research directions.
Detail Book of Sales Management Control Territory Design Sales Force Performance and Sales Organizational Effectiveness in the Pharmaceutical Industry PDF
- Author : Eric Longino
- Release : 21 September 2024
- Publisher : Universal-Publishers
- ISBN : 9781599427065
- Genre : Business & Economics
- Total Page : 236 pages
- Language : English
- PDF File Size : 13,6 Mb
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