Elsevier

Journal of Business Research

Volume 10, Issue 3, September 1982, Pages 355-370
Journal of Business Research

Measuring the performance of industrial salespersons

https://doi.org/10.1016/0148-2963(82)90039-XGet rights and content

Abstract

Sales force performance is a critical concern of most industrial firms, yet in this area of research there are difficulties in measuring salespersons performance. Issues relevant to measuring the performance of industrial salespersons are reviewed. A self-report performance scale developed and evaluated based on the responses of 200 salespersons and 42 managers from five major industrial firms is presented.

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