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Developing a behavior-based scale to assess retail salesperson performance

Authors :
Bush, Robert P.
Bush, Alan J.
Ortinau, David J.
Hair, Jr., Joseph F.
Source :
Journal of Retailing. Spring 1990, Vol. 66 Issue 1, p119, 18 p.
Publication Year :
1990

Abstract

Developing A Behavior-Based Scale to Assess Retail Salesperson Performance The type of sales evaluation process that an organization uses heavily influences many of the phases of the sales management process. [...]

Subjects

Subjects :
Retail industry -- Human resource management -- Methods
Sales personnel -- Evaluation -- Methods
Sales personnel, Rating of -- Methods
Performance appraisals -- Methods
Retail industry
Company personnel management
Evaluation
Human resource management
Methods

Details

Language :
English
ISSN :
00224359
Volume :
66
Issue :
1
Database :
Gale General OneFile
Journal :
Journal of Retailing
Publication Type :
Periodical
Accession number :
edsgcl.9045771

Tools

Authors Abstract Subjects Details