Академический Документы
Профессиональный Документы
Культура Документы
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Figura 1
Cron, W. L., Marshall, G. W., Singh, J., Spiro, R. L., & Sujan, H. (2005).
SALESPERSON SELECTION, TRAINING, AND DEVELOPMENT:
TRENDS, IMPLICATIONS, AND RESEARCH OPPORTUNITIES. Journal
Of Personal Selling & Sales Management, 25(2), 123-136.
Layton, R. A. (1968). Controlling Risk and Return in the Management of a
Sales Team. Journal Of Marketing Research (JMR), 5(3), 277-282.
Moore, D. A. (2017). How to Improve the Accuracy and Reduce the Cost of
Personnel Selection. California Management Review, 60(1), 8-17.
doi:10.1177/0008125617725288
Cotham III, J. C. (1969). Using Personal History Information in Retail
Salesman Selection. Journal Of Retailing, 45(2), 31.
Perreault Jr., W. D., French, W. A., & Harris Jr., C. E. (1977). Use of
Multiple Discriminant Analysis to Improve the Salesman Selection
Process. Journal Of Business, 50(1), 50-62.
Terpstra, D. E. (1996). The search for effective methods. HR Focus, 73(5),
16.
Navassi, G. (2014). Organización de Equipos de Ventas. 5consultores.com.
Retrieved 25 January 2018, from
http://www.5consultores.com/organizacion-equipos-ventas/
Artal Castells, M. (2017). Dirección de ventas (2nd ed.). Pozuelo de
Alarcón: ESIC.
García Yuste, J., Schmitz, R., & Comunicación, M. (2002). Sistemas de
retribución de las ventas (1st ed.). Madrid: Fundación Confemetal.