El‐Ansary, Adel L.; Zabriskie, Noël B.; Browning, John M. - In: Journal of Business & Industrial Marketing 8 (1993) 3, pp. 65-72
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...