Working Papers

Research Perspectives on the Performance of Salespeople: Selected Readings

Neil M. Ford, Orville C. Walker, Jr., and Gilbert A. Churchill, Jr.

Jan 1, 1983

Contains 24 articles organized into four parts, each addressing a key concept in a model of sales performance; selections are integrated by editors’ conceptual framework and introductory material to each part.

This resource is not available online.

By using MSI.org you agree to our use of cookies as identifiers and for other features of the site as described in our Privacy Policy.