A Sales Force Management Model: Integrating Managerial and Research Perspectives

By Adrian B. RyansCharles B. Weinberg
1979| Working Paper No. 485

This paper develops a three-stage conceptual model of personal selling and sales force management that emphasizes the relationship between sales force management decision-making and empirical research. The model provides a means for both researchers and managers to identify, classify, and interrelate the research studies that have been conducted in the sales force area.