Understanding sales quotas: An exploratory investigation of consequences of failure

Journal of Business and Industrial Marketing

Volumn 19, Issue 1, 2004, Pages 39-48

  Schwepker Jr , Charles H ^a   Good, David J ^b  

^a UNIVERSITY OF CENTRAL MISSOURI   (United States)

^b GRAND VALLEY STATE UNIVERSITY   (United States)

Author keywords

Performance measures; Sales force; Sales forecasting; Sales management

Indexed keywords

EID: 1542267913     PISSN: 08858624     EISSN: None     Source Type: Journal    
DOI: 10.1108/08858620410516727     Document Type: Article

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