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The sales personnel/salespeople strive for the better performance in the sales ... For the purpose of motivation among the salespeople; sales management uses two main ... Stanton and Spiro, 'Management of a Sales Force', McGraw Hill. ○.. by C Baumgarth · 2010 · Cited by 86 — 3.1 The sales force and the Four Ps as drivers of B-to-B brand equity. ... integrate sales management and brand management in this context. Keywords: ... skills (McBane, 1995) and on professional skills (Homburg et al., 2007; Spiro and Weitz,.. (2002),"The effects of sales training on sales force activity", European Journal of Marketing, Vol. ... Research limitations/implications – The utilized sample of sales managers and trainers are employed ... Spiro et al. ... [Abstract] [Full Text] [PDF].
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