Ellis, Brien; Anne Raymond, Mary - In: Journal of Business & Industrial Marketing 8 (1993) 3, pp. 17-27
therefore a plan for salesforce quality can reap considerable benefits. Presents and discusses a framework designed to improve … salesforce quality in specific areas and as a whole. Its dimensions include persistence, reliability, integrity, desire and … empathy (PRIDE), teamwork, research, learning, change, leadership, and service. Concludes that once salesforce quality has …