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Journal of Personal Selling and Sales Management   Issue:  Volume 28, Number 2 / Spring 2008   Pages:  115 - 131   URL:  Linking Options   DOI:  10.2753/PSS0885-3134280201 Sales Force Effectiveness: A Framework for Researchers and Practitioners Andris A. Zoltners A1, Prabhakant Sinha A1, Sally E. Lorimer A1 A1 Kellogg School of Management, Northwestern University A2 ZS Associates, University of Massachusetts A3 Consultant and Business Writer, Northwestern University Abstract: This paper presents a Sales Force Effectiveness Framework that organizes the complexities of sales organizations, providing a holistic approach to defining and assessing sales force effectiveness. Sales practitioners can use the framework to diagnose sales force issues and develop multidimensional solutions, either when responding to external and internal events or when striving to improve. Sales researchers can use the framework to discover ways to expand their research focus to benefit practitioners. The framework is supported by an inventory of sales force effectiveness issues from sales leaders and recent academic publications. The references of this article are secured to subscribers. Referenced By:   This article is referenced by 9 newer articles...

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