销售人员效力的决定因素.doc

原文:anisationasawholeorbyagroupofsalespeopleprovidingtheirownindividualachievements(Churchilletal.,1993,2000).hroughtheuseofcertainfinancialindicators;suchasmarketshareorthecontributiontobenefit(al.,1995;Ingrametal.,2001).Togetherwiththesefinancialindicators,thereareothereffectivenessindicatorsrelatedtofieldsalesmanagersatisfaction;forexample,,bothinternal(forexample,managersthemselvesorsalespeople)andexternal(forexample,thesalespeople’sworkingenvironment).Thus,effectivenessmakesreferencetosomeindicatoroftheresultforwhichthesalespersonispartiallyresponsibleandwhichisinfluencedbyaseriesoffactorsnotsubjecttohis/hercontrol,callednon-,ordancewithCravensetal.(1992);Babakusetal.(1996);GrantandCravens(1999);Baldaufetal.(2001a,b);Piercyetal.(2001);al.(2002)orFutrell(2003),existingliteratureonthesubjecthastraditionallyidentifiedaspectsrelatedtothecontrolofthesalesforce,professionalism,theperformanceofthesalesperson’(1987),thecontrolofthesalesforcemaybedefinedasthedegreeofmonitoring,evaluationandrewardthatthoseinchargeofthecontrolexertonsalespeoplesothatthelatterdeveloptheirtasksandresponsibilitiesandconsequently,pany’sobjectivesareachieved(Jaworski,1988;