Field Sales Performance Appraisal (Book)

Wotruba, Thomas; Altschul, Kurt J.
March 1981
Journal of Personal Selling & Sales Management;Spring/Summer81, Vol. 1 Issue 2, p72
Book Review
Reviews the book "Field Sales Performance Appraisal," by Clark Lambert.


Related Articles

  • Field Sales performance appraisal (Book).  // Management Review;Jun80, Vol. 69 Issue 6, p64 

    Reviews the book 'Field Sales Performance Appraisal,' by Clark Lambert.

  • Field Selling Skills.  // Marketing News;2/19/1982, Vol. 15 Issue 17, p8 

    The article reviews the book "Field Selling Skills," by Clark Lambert.

  • The Perfect Salesperson Test.  // American Salesman;Oct99, Vol. 44 Issue 10, p9 

    Presents 50 questions to rate a perfect salesperson. Questions about power and drive; Questions about manner and spirit; Questions about courtesy, service and goodwill; Sales technique and knowledge of goods; Questions about handling competition.

  • How sales reps make 360-degree turnaround. Snader, Jack // Marketing News;2/17/97, Vol. 31 Issue 4, p11 

    This article reports that to obtain a more reliable picture of the performance of their sales representatives' and other employees, an increasing number of companies are turning to an employee assessment process known as full-circle, or 360-degree, feedback. Sales managers view the process...

  • The Impact of Territory Difficulty and Self Versus Other Ratings on Managerial Evaluations of Sales Personnel. Marshall, Greg W.; Mowen, John C.; Fabes, Keith J. // Journal of Personal Selling & Sales Management;Fall92, Vol. 12 Issue 4, p35 

    Previous research has yielded inconclusive evidence regarding whether territory difficulty information influences evaluations of salesperson performance. Two studies were conducted to assess whether a territory difficulty bias exists. In addition, the research tested for a divergence in...

  • Measuring and Managing a Salesperson's Future Value to the Firm. KUMAR, V.; SUNDER, SARANG; LEONE, ROBERT P. // Journal of Marketing Research (JMR);Oct2014, Vol. 51 Issue 5, p591 

    Research on sales force evaluation has mostly relied on reflective metrics such as sales volume, revenue, and manager evaluations to assess and manage a sales force. However, businesses are moving from a product-centric to a customer-centric view and from a backwardlooking to a forward-looking...

  • 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...

  • 19. Sales Management and Selling. Penn Jr., William S. // Journal of Marketing;Jul1970, Vol. 34 Issue 3, p95 

    The article presents marketing abstracts relative to sales management and selling. They include "Allocating Sales Efforts to Branches," by Robert M. Olsen and "A Selected Bibliography of Material Related to Salesmen Selection," by Ian and Jane Campbell.

  • Job Evaluation and Employee Rating. Lawshe Jr., C. H. // Journal of Applied Psychology;Dec47, Vol. 31 Issue 6, p655 

    The article reviews the book "Job Evaluation and Employee Rating," by Richard C. Smyth.


Read the Article


Sign out of this library

Other Topics