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Addressing Job Stress in the Sales Force  

Thomas N. Ingram, Raymond W. Laforge, and Charles H. Schwepker

Print publication date:
Jan 2011
Online publication date:
May 2011
This article considers the importance of job stress in the sales force to be an important management concern in many sales organizations. The complex business environment faces salespeople ... More

Management of a Contracted Sales Force (Manufacturer Representatives)  

Thomas E. DeCarlo

Print publication date:
Jan 2011
Online publication date:
May 2011
This article examines the advantages and disadvantages of using manufacturer's representatives, and develops a framework for managing and compensating independent agents. Strategic ... More

Service Strategies: Marketing, Operations, and Human Resource Practices  

Rosemary Batt

Print publication date:
Jun 2008
Online publication date:
Sep 2009
This article first reviews the alternative theoretical approaches to human resource management that have been developed in the academic literature and discusses why these need to ... More

Training and Rewards  

Mark W. Johnston

Print publication date:
Jan 2011
Online publication date:
May 2011
This article provides a critical review of two of the most important responsibilities of the sales manager: providing the programs and support for salespeople to improve critical skills, ... More

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