HOW TO RETAIN SALESPEOPLE

被引：5

作者：

SAGER, JK ^{[1
]}

机构：

[1] N TEXAS STATE UNIV, COLL BUSINESS ADM, DENTON, TX 76203 USA

来源：

INDUSTRIAL MARKETING MANAGEMENT | 1990年 / 19卷 / 02期

关键词：

D O I：

10.1016/0019-8501(90)90040-3

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

Managers need a better grasp of how to retain salespeople. This article develops and tests a model of the retention process for salespeople using data from a sample of 130 detail salespeople. The study findings signify the importance of salespeople's commitment to the organization to enhancing retention. Based upon the study findings, several strategies are described that managers can use to increase retention of salespeople. © 1990.

引用

页码：155 / 166

页数：12

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*DARTN CORP SURV, 24TH 25TH BIENN

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