2016
DOI: 10.4172/2151-6219.1000281
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Salesforce Control Systems as Direct Antecedents of Salesperson and Sales Unit Performance: A Literature Review

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Cited by 1 publication
(5 citation statements)
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References 83 publications
(238 reference statements)
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“…The theoretical implications of this study is that salesman performance is strongly influenced by smart working (Friebel et al, 2015;and Murshed, and Sangtani, 2015), sales experience (Williams, 2017, andWaheed et al, 2017) and sales training quality (Chung and Narayandas, 2017;Bennet et al, 2017 ;Williams, (2017);and Waheed et al, (2017) which result that smart working, sales experience, and sales training quality influence the salesman performance. The theoretical implications are presented in Table 9 below: …”
Section: Theoretical Implicationsmentioning
confidence: 82%
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“…The theoretical implications of this study is that salesman performance is strongly influenced by smart working (Friebel et al, 2015;and Murshed, and Sangtani, 2015), sales experience (Williams, 2017, andWaheed et al, 2017) and sales training quality (Chung and Narayandas, 2017;Bennet et al, 2017 ;Williams, (2017);and Waheed et al, (2017) which result that smart working, sales experience, and sales training quality influence the salesman performance. The theoretical implications are presented in Table 9 below: …”
Section: Theoretical Implicationsmentioning
confidence: 82%
“…Chung and Narayandas, (2017) and Bennet et al (2017) explains the influence of quality sales training on sales performance Ural (2008) did not indicate the influence of quality sales training on salesperson performance.…”
Section: Sales Training Qualitymentioning
confidence: 95%
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