their seeds. However, when pressured to meet sales targets late in the sales cycle, salespeople abandon time-consuming seed … incentives to dealers solve the dealer hoarding problem, they do not address pressured salespeople's inadequate effort allocation … salespeople, they also lead to higher seed returns. By understanding the causes of seed returns, our research informs us about the …

Führungsgespräche im Vertrieb sind unverzichtbar, kosten aber meist zu viel Zeit. Doch es geht auch anders. Karl Herndl …