Salesperson Management Control: Theoretical and Empirical Research

Author: Lü Tao
Publisher:
Publish Date: 2007-01-01
Features: Based on the importance of sales work in enterprises and the marginal role characteristics of sales personnel, sales personnel management and control have always been a key and challenging aspect of enterprise management. This book, combining the practical situation of Chinese enterprises, explores the causes, connotations, and characteristics of sales personnel management and control, and systematically studies the classification and selection of sales personnel management and control methods. Using methods such as multiple regression analysis and structural equation modeling, it empirically analyzes the linear and nonlinear effects of formal control on sales personnel performance and customer relationship quality, as well as the impact of informal control on sales personnel. Based on the empirical research results, it proposes a sales personnel management and control strategy for Chinese enterprises: "strengthening informal control, grasping the degree of result control, and improving the level of process control." This book can serve as a reference for researchers in the fields of marketing and enterprise management, and also provides valuable insights for enterprises to scientifically manage and control sales personnel and enhance the effectiveness of management and control. The content of this book includes: Introduction, The emergence of sales personnel management and control issues, The connotation, motivation, and characteristics of sales personnel management and control, The classification and selection of sales personnel management and control methods, etc.