Chapter 1 ProActive Sales Manager--Defining the New Breed of Sales Manager 1 -- Chapter 2 Sales Cultures and the Ability to Communicate Them 25 -- Chapter 3 Manage the Right Things--Time and People 43 -- Chapter 4 Finding and Recruiting the Best Sales Team 65 -- Chapter 5 Corrective Action 129...

We study how an individual's effort choice is impacted by feedback on her own past performance and another individual's past performance. In an effort choice problem where effort is costly but increases the chance of receiving a prize, subjects who failed in the previous period increase their...