Management Functions (Analysis--Planning--Strategy--Implementation--Decision Making)

January 1997
Journal of Personal Selling & Sales Management;Winter97, Vol. 17 Issue 1, p73
Academic Journal
This article discusses several articles on management functions published in different journals. According to the article "Consequence of Marketing Controls Among Sales and Nonsales Marketing Personnel," by Sanjeev Agarwal, published in the journal Industrial Marketing Management, controls are a necessary part of any organization. Unfortunately, controls can sometimes produce negative as well as positive outcomes among employees. Further, the same controls can produce varying outcomes with varying employees. The article "Examining Sales Force Performance in Organizations That Use Behavior-Based Sales Management Processes," by Ken Grant and David Cravens, published in the journal Industrial Marketing Management explores the use of behavior-based sates management practices. The authors contend that the accepted sales management practice is to focus almost entirely on outcomes of the selling process. However, they see a growing trend to focus less on outputs and more on the processes that lead to those desired outputs.


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