It has been a long while...hasn't it?

Greene, Michael
September 2001
Furniture/Today;9/3/2001, Vol. 26 Issue 1, p38
Trade Publication
Comments on the marketing strategies employed by sales representatives in furniture industry in the United States. Scrutiny on ready-to-assemble furniture marketed; Criticisms relative to home furnishing advertising; Campaign to change the industry title of Home Furnishings.


Related Articles

  • Sales performance means more than just numbers. Fishman, Allen // Inside Tucson Business;07/12/99, Vol. 9 Issue 16, p1 

    Looks into the informal and subjective methods that most businesses use to measure the performance of their sales force. Importance of having objective performance measures and comprehensive reporting systems in place; Tracking of detailed competition relating to sales calls made; Need for a...

  • Cognitive Biases In Sales Management Evaluations. Brown, Stephen W.; Jackson Jr., Donald W.; Mawen, John C. // Journal of Personal Selling & Sales Management;Fall/Winter80/81, Vol. 1 Issue 1, p83 

    The article presents a brief overview of behavioral literature pertinent to the performance appraisal process and presents a study which reveals a potential bias in the performance ratings for research investigating the behavioral factors affecting marketing management decisions. It is argued...

  • Quality Canada launched.  // Furniture/Today;4/25/2005, Vol. 29 Issue 32, p33 

    Reports on the launch of Quality Canada marketing program by furniture manufacturers in Canada. Design of the program to position the country as a source of high-quality products; Creation of a logo that will be used in hangtags, identifying Canadian furniture on retail floors; Source of funding...

  • SALESPERF: THE SALESPERSON SERVICE PERFORMANCE SCALE. Amyx, Douglas; Bhuian, Shahid // Journal of Personal Selling & Sales Management;Fall2009, Vol. 29 Issue 4, p367 

    Delivering outstanding service quality is essential to corporate success, and salespeople play a critical role in delivering high-quality service as boundary spanners between customers and the organization they represent. Given the importance of salesperson service performance, the SALESPERF...

  • AN APPROACH FOR DETERMINING CRITERIA OF SALES PERFORMANCE. Cravens, David W.; Woodruff, Robert B. // Journal of Applied Psychology;Jun73, Vol. 57 Issue 3, p242 

    The focus of this study was on the design and testing of a methodology for analytically determining standards of sales performance. The methodology consists of (a) formulating a conceptual model of sales territory performance, (b) selecting variables and corresponding operational measures for a...

  • Inspect What You Expect: Here's how to measure various employees' performance. Noland, Tony // Ward's Dealer Business;May2007, Vol. 41 Issue 5, p28 

    The article shares the author's insights on how to measure the performance of sales employees. The author stressed that it is important to first identify the performance measurements that needed to be monitored monthly. Then, the month's total dealership gross will be divided by the actual...

  • Effects of Effort, Territory Situation, and Rater on Salesperson Evaluation. Mowen, John C.; Fabes, Keith J.; LaForge, Raymond W. // Journal of Personal Selling & Sales Management;May86, Vol. 6 Issue 1, p1 

    Recent research into the process through which sales managers evaluate salespeople has identified a potential bias in management judgment. Recent studies revealed that sales managers performing simulated evaluations tended not to incorporate territory situation information into their salesperson...

  • Compensation and Sales Performance of Service Personnel: A Service Transaction Perspective. Evans, Kenneth R.; Grant, John A. // Journal of Personal Selling & Sales Management;Spring92, Vol. 12 Issue 2, p39 

    This paper advances and tests an exploratory model which seeks to assess the relative influence of sales performance expectations of service personnel on customer perceptions of the transaction experience and satisfaction. The results indicate that in a retail sales context with moderate sales...

  • The folly of rewarding A while hoping for B. Marshall, Greg W. // Marketing News;11/04/96, Vol. 30 Issue 23, p6 

    The article discusses the need to refashion performance appraisal instruments to reflect the goals and behavior required for success in transformed sales organizations of the 1990s. Very frequently, organizations promulgate reward systems that pay off one behavior even though the rewarder hopes...


Read the Article


Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics