In the eye of the beholder: an analysis of the relative value of a top sales rep across firms and products

Authors :: Godes, David
Source :: Marketing Science. Spring 2003, Vol. 22 Issue 2, p161, 28 p.
Publication Year :: 2003
Abstract: We ask the question, 'when should the most highly skilled salespeople sell the best products?' Our main result is that the highly skilled reps should sell better products when the [...]

Subjects :: Sales personnel -- Research
Sales management -- Research
Human resource management -- Research
Management research -- Research
Advertising, marketing and public relations
Business
Sales management
Research

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