Babakus, Emin; Cravens, David W.; Grant, Ken; Ingram, … - In: Journal of Business & Industrial Marketing 9 (1994) 3, pp. 19-29
Examines how sales managers can affect and improve salesforce performance. Describes the similarities and differences between high‐ and low‐performance salesforces and the ways in which sales management can create the opportunity for salespeople to perform well. Discusses research...