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Identifying the Key Themes in Auditing Sales Force Management: Reviewing the Literature

Identifying the Key Themes in Auditing Sales Force Management: Reviewing the Literature

Paulo Botelho Pires, Pedro Cotta Cardoso
Copyright: © 2022 |Pages: 20
ISBN13: 9781668434307|ISBN10: 166843430X|ISBN13 Softcover: 9781668434314|EISBN13: 9781668434321
DOI: 10.4018/978-1-6684-3430-7.ch001
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MLA

Pires, Paulo Botelho, and Pedro Cotta Cardoso. "Identifying the Key Themes in Auditing Sales Force Management: Reviewing the Literature." Sales Management for Improved Organizational Competitiveness and Performance, edited by José Duarte Santos, IGI Global, 2022, pp. 1-20. https://doi.org/10.4018/978-1-6684-3430-7.ch001

APA

Pires, P. B. & Cardoso, P. C. (2022). Identifying the Key Themes in Auditing Sales Force Management: Reviewing the Literature. In J. Santos (Ed.), Sales Management for Improved Organizational Competitiveness and Performance (pp. 1-20). IGI Global. https://doi.org/10.4018/978-1-6684-3430-7.ch001

Chicago

Pires, Paulo Botelho, and Pedro Cotta Cardoso. "Identifying the Key Themes in Auditing Sales Force Management: Reviewing the Literature." In Sales Management for Improved Organizational Competitiveness and Performance, edited by José Duarte Santos, 1-20. Hershey, PA: IGI Global, 2022. https://doi.org/10.4018/978-1-6684-3430-7.ch001

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Abstract

So far, academic research and subsequent publication of the results on how to audit salesforce is almost non-existent. As a result, the objective of this study is to identify the main themes associated with the management of the salesforce, using a literature review of the main academic journals and reference books. A historical review of auditing, its origins, and evolution was performed, followed by an identification of the main themes. The main themes identified were recruitment and selection of salespeople; training and education of salespeople; motivation of salespeople; and leadership, compensation, performance, and territorial allocation of salespeople.

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