Sales Force Effectiveness: A Framework for Researchers and Practitioners | ZS

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Sales Force Effectiveness: A Framework for Researchers and Practitioners

Andris Zoltners, Prabhakant Sinha, Sally Lorimer

This paper presents a Sales Force Effectiveness Framework that organizes the complexities of sales organizations, providing a holistic approach to defining and assessing sales force effectiveness. This article was published in the Journal of Personal Selling & Sales Management.

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