Sales Force Turnover and Retention: A Research Agenda
Volume: 32, Issue: 1, Pages: 131 - 140
Published: Dec 1, 2012
Abstract
Identifying, acquiring, and retaining top sales talent remains a priority in many sales organizations because salesperson turnover remains such an intractable management problem. This paper seeks to encourage and enrich continued research on sales turnover by introducing recent methodological and theoretical advances in psychological, economic, and organizational theory. First, we suggest an examination of sales turnover guided by social network...
Paper Details
Title
Sales Force Turnover and Retention: A Research Agenda
Published Date
Dec 1, 2012
Volume
32
Issue
1
Pages
131 - 140
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