Brown, Steven P.; Evans, Kenneth R.; Mantrala, Murali K.; Challagalla, Goutam
March 2005
Journal of Personal Selling & Sales Management;Spring2005, Vol. 25 Issue 2, p156
Academic Journal
The authors discuss the need to adapt research in three substantively related but paradigmatically diverse research domains (salesperson motivation, control systems, and compensation) in light of the evolving selling environment. A key objective is to suggest the desirability of integrating these literatures, which, ultimately, all seek to inform management regarding how salespeople and sales organizations can be encouraged to become more productive. The authors maintain that specification of the right goals and metrics constitutes a fundamental common denominator across the three literatures.


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