January 2000
Journal of Personal Selling & Sales Management;Winter2000, Vol. 20 Issue 1, p72
Academic Journal
The article presents the abstracts of various articles related to performance, productivity, effectiveness, and efforts. The purpose of the study of the article "Benchmarks of Successful Salesforce Performance,' by A. Tansu Barker, was to investigate the activities that enhance salesperson performance in more successful versus less successful firms as reported by first-level sales managers. Respondents were asked the extent to which their salespeople performed 34 different activities. In the article "The Influence of Goal Orientation and Self-Regulation Tactics on Sales Performance: A Longitudinal Field Test," by Don Vande Walle, Steven P. Brown, William L. Cron, John W. Slocum, the authors suggest that management should seek evidence of a learning goal orientation when selecting new employees while avoiding excessive focus on performance goal orientation without comparable skill-development focus.


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