Abstract
Differences between Australian high and low effectiveness sales organizations are examined. The study results indicate that effectiveness is apparently not constrained by external factors, and not influence by field sales manager activity priorities.
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Grant, K., Young, C.E., Cravens, D.W., Ingram, T.N., LaForge, R.W. (2015). Analysis of Sales Organization Effectiveness in Australian Companies. In: King, R. (eds) Proceedings of the 1991 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-17049-7_69
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DOI: https://doi.org/10.1007/978-3-319-17049-7_69
Publisher Name: Springer, Cham
Print ISBN: 978-3-319-17048-0
Online ISBN: 978-3-319-17049-7
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