A Study of Selling Productivity for a Consumer Goods Company's Salesforce

Randall, E. James
August 1988
Journal of Personal Selling & Sales Management;Aug88, Vol. 8 Issue 2, p66
Academic Journal
The article presents an abstract to the paper "A Study of Selling Productivity for a Consumer Goods Company's Salesforce," by Bobby Davis. The purpose of this study was to analyze the nature of a consumer goods company's selling job and to identify factors that should be considered in implementing a selling strategy that would maximize sales force productivity.


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