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- W634634449 abstract "This study investigates the sales force management practices of general freight motor carriers in the post-MCA competitive environment. The results support the contention that carriers have already changed or intend to change significant aspects of their sales force management activities in response to their new environment. The results show that a significant portion of the carriers intend to add various psychological tests to their selection criteria in an effort to be more scientific and systematic in obtaining salespeople whose skills are highly compatible with the stressful competitive environment in which the carriers now find themselves. Also, the results show that the larger carriers devote a significantly higher share of their sales force training programs to pricing issues than do the smaller carriers. It is reasonable to expect that the larger carriers have a wide range of customers with specific price/service needs and, as a consequence, a need for salespeople with much more extensive training in pricing." @default.
- W634634449 created "2016-06-24" @default.
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- W634634449 date "1987-01-01" @default.
- W634634449 modified "2023-09-26" @default.
- W634634449 title "SALES FORCE MANAGEMENT IN A DEREGULATED ENVIRONMENT: GENERAL FREIGHT CARRIERS" @default.
- W634634449 hasPublicationYear "1987" @default.
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