Behavioral Self-Management as a Supplement to External Sales Force Controls
Volume: 10, Issue: 3, Pages: 17 - 28
Published: Oct 24, 2013
Abstract
Salesforce control systems tend to focus on outcomes rather than behaviors. The use and effectiveness of behavior-based control systems is limited, particularly with industrial sales-people, who generally operate in the field much of the time where their behavior cannot be closely observed or supervised by management. The authors propose Behavioral Self-Management (BSM) as a means of controlling the methods salespeople use to achieve results....
Paper Details
Title
Behavioral Self-Management as a Supplement to External Sales Force Controls
Published Date
Oct 24, 2013
Volume
10
Issue
3
Pages
17 - 28
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