Sales managers and sales force feedback: Information left in the pipeline
Abstract In a study of sales force feedback at management levels, salesmen from two large corporations “planted” competitive new-product information with their sales managers. The object was to monitor the responses of the managers to reports from the field. Only about half of the 35 managers sample...
Ausführliche Beschreibung
Gespeichert in:
| Autor*in: |
Saegert, Joel [verfasserIn] |
|---|
| Format: |
Artikel |
|---|---|
| Sprache: |
Englisch |
| Erschienen: |
1980 |
|---|
| Schlagwörter: |
|---|
| Anmerkung: |
© Academy of Marketing Science 1980 |
|---|
| Übergeordnetes Werk: |
Enthalten in: Journal of the Academy of Marketing Science - Springer-Verlag, 1973, 8(1980), 1-2 vom: Dez., Seite 33-39 |
|---|---|
| Übergeordnetes Werk: |
volume:8 ; year:1980 ; number:1-2 ; month:12 ; pages:33-39 |
| Links: |
|---|
| DOI / URN: |
10.1007/BF02721970 |
|---|
| Katalog-ID: |
OLC2060586003 |
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| 520 | |a Abstract In a study of sales force feedback at management levels, salesmen from two large corporations “planted” competitive new-product information with their sales managers. The object was to monitor the responses of the managers to reports from the field. Only about half of the 35 managers sampled passed the information on to higher levels. The importance of sales force feedback seems to have been lost on these managers, even though the use of such information had been stressed in their management training programs. The study indicates a need to provide motivation to use sales force feedback as a link in management information systems. | ||
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10.1007/BF02721970 doi (DE-627)OLC2060586003 (DE-He213)BF02721970-p DE-627 ger DE-627 rakwb eng 330 VZ 3,2 ssgn Saegert, Joel verfasserin aut Sales managers and sales force feedback: Information left in the pipeline 1980 Text txt rdacontent ohne Hilfsmittel zu benutzen n rdamedia Band nc rdacarrier © Academy of Marketing Science 1980 Abstract In a study of sales force feedback at management levels, salesmen from two large corporations “planted” competitive new-product information with their sales managers. The object was to monitor the responses of the managers to reports from the field. Only about half of the 35 managers sampled passed the information on to higher levels. The importance of sales force feedback seems to have been lost on these managers, even though the use of such information had been stressed in their management training programs. The study indicates a need to provide motivation to use sales force feedback as a link in management information systems. Field Force Force Feedback District Manager Sale Force Sales Representative Hoover, Robert J. aut Enthalten in Journal of the Academy of Marketing Science Springer-Verlag, 1973 8(1980), 1-2 vom: Dez., Seite 33-39 (DE-627)182223736 (DE-600)1187865-4 (DE-576)040097765 0092-0703 nnns volume:8 year:1980 number:1-2 month:12 pages:33-39 https://doi.org/10.1007/BF02721970 lizenzpflichtig Volltext GBV_USEFLAG_A SYSFLAG_A GBV_OLC SSG-OLC-WIW GBV_ILN_26 GBV_ILN_32 GBV_ILN_70 GBV_ILN_110 GBV_ILN_4012 GBV_ILN_4029 AR 8 1980 1-2 12 33-39 |
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10.1007/BF02721970 doi (DE-627)OLC2060586003 (DE-He213)BF02721970-p DE-627 ger DE-627 rakwb eng 330 VZ 3,2 ssgn Saegert, Joel verfasserin aut Sales managers and sales force feedback: Information left in the pipeline 1980 Text txt rdacontent ohne Hilfsmittel zu benutzen n rdamedia Band nc rdacarrier © Academy of Marketing Science 1980 Abstract In a study of sales force feedback at management levels, salesmen from two large corporations “planted” competitive new-product information with their sales managers. The object was to monitor the responses of the managers to reports from the field. Only about half of the 35 managers sampled passed the information on to higher levels. The importance of sales force feedback seems to have been lost on these managers, even though the use of such information had been stressed in their management training programs. The study indicates a need to provide motivation to use sales force feedback as a link in management information systems. Field Force Force Feedback District Manager Sale Force Sales Representative Hoover, Robert J. aut Enthalten in Journal of the Academy of Marketing Science Springer-Verlag, 1973 8(1980), 1-2 vom: Dez., Seite 33-39 (DE-627)182223736 (DE-600)1187865-4 (DE-576)040097765 0092-0703 nnns volume:8 year:1980 number:1-2 month:12 pages:33-39 https://doi.org/10.1007/BF02721970 lizenzpflichtig Volltext GBV_USEFLAG_A SYSFLAG_A GBV_OLC SSG-OLC-WIW GBV_ILN_26 GBV_ILN_32 GBV_ILN_70 GBV_ILN_110 GBV_ILN_4012 GBV_ILN_4029 AR 8 1980 1-2 12 33-39 |
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10.1007/BF02721970 doi (DE-627)OLC2060586003 (DE-He213)BF02721970-p DE-627 ger DE-627 rakwb eng 330 VZ 3,2 ssgn Saegert, Joel verfasserin aut Sales managers and sales force feedback: Information left in the pipeline 1980 Text txt rdacontent ohne Hilfsmittel zu benutzen n rdamedia Band nc rdacarrier © Academy of Marketing Science 1980 Abstract In a study of sales force feedback at management levels, salesmen from two large corporations “planted” competitive new-product information with their sales managers. The object was to monitor the responses of the managers to reports from the field. Only about half of the 35 managers sampled passed the information on to higher levels. The importance of sales force feedback seems to have been lost on these managers, even though the use of such information had been stressed in their management training programs. The study indicates a need to provide motivation to use sales force feedback as a link in management information systems. Field Force Force Feedback District Manager Sale Force Sales Representative Hoover, Robert J. aut Enthalten in Journal of the Academy of Marketing Science Springer-Verlag, 1973 8(1980), 1-2 vom: Dez., Seite 33-39 (DE-627)182223736 (DE-600)1187865-4 (DE-576)040097765 0092-0703 nnns volume:8 year:1980 number:1-2 month:12 pages:33-39 https://doi.org/10.1007/BF02721970 lizenzpflichtig Volltext GBV_USEFLAG_A SYSFLAG_A GBV_OLC SSG-OLC-WIW GBV_ILN_26 GBV_ILN_32 GBV_ILN_70 GBV_ILN_110 GBV_ILN_4012 GBV_ILN_4029 AR 8 1980 1-2 12 33-39 |
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10.1007/BF02721970 doi (DE-627)OLC2060586003 (DE-He213)BF02721970-p DE-627 ger DE-627 rakwb eng 330 VZ 3,2 ssgn Saegert, Joel verfasserin aut Sales managers and sales force feedback: Information left in the pipeline 1980 Text txt rdacontent ohne Hilfsmittel zu benutzen n rdamedia Band nc rdacarrier © Academy of Marketing Science 1980 Abstract In a study of sales force feedback at management levels, salesmen from two large corporations “planted” competitive new-product information with their sales managers. The object was to monitor the responses of the managers to reports from the field. Only about half of the 35 managers sampled passed the information on to higher levels. The importance of sales force feedback seems to have been lost on these managers, even though the use of such information had been stressed in their management training programs. The study indicates a need to provide motivation to use sales force feedback as a link in management information systems. Field Force Force Feedback District Manager Sale Force Sales Representative Hoover, Robert J. aut Enthalten in Journal of the Academy of Marketing Science Springer-Verlag, 1973 8(1980), 1-2 vom: Dez., Seite 33-39 (DE-627)182223736 (DE-600)1187865-4 (DE-576)040097765 0092-0703 nnns volume:8 year:1980 number:1-2 month:12 pages:33-39 https://doi.org/10.1007/BF02721970 lizenzpflichtig Volltext GBV_USEFLAG_A SYSFLAG_A GBV_OLC SSG-OLC-WIW GBV_ILN_26 GBV_ILN_32 GBV_ILN_70 GBV_ILN_110 GBV_ILN_4012 GBV_ILN_4029 AR 8 1980 1-2 12 33-39 |
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Abstract In a study of sales force feedback at management levels, salesmen from two large corporations “planted” competitive new-product information with their sales managers. The object was to monitor the responses of the managers to reports from the field. Only about half of the 35 managers sampled passed the information on to higher levels. The importance of sales force feedback seems to have been lost on these managers, even though the use of such information had been stressed in their management training programs. The study indicates a need to provide motivation to use sales force feedback as a link in management information systems. © Academy of Marketing Science 1980 |
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Abstract In a study of sales force feedback at management levels, salesmen from two large corporations “planted” competitive new-product information with their sales managers. The object was to monitor the responses of the managers to reports from the field. Only about half of the 35 managers sampled passed the information on to higher levels. The importance of sales force feedback seems to have been lost on these managers, even though the use of such information had been stressed in their management training programs. The study indicates a need to provide motivation to use sales force feedback as a link in management information systems. © Academy of Marketing Science 1980 |
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<?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim"><record><leader>01000caa a22002652 4500</leader><controlfield tag="001">OLC2060586003</controlfield><controlfield tag="003">DE-627</controlfield><controlfield tag="005">20230304082650.0</controlfield><controlfield tag="007">tu</controlfield><controlfield tag="008">200820s1980 xx ||||| 00| ||eng c</controlfield><datafield tag="024" ind1="7" ind2=" "><subfield code="a">10.1007/BF02721970</subfield><subfield code="2">doi</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-627)OLC2060586003</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-He213)BF02721970-p</subfield></datafield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">DE-627</subfield><subfield code="b">ger</subfield><subfield code="c">DE-627</subfield><subfield code="e">rakwb</subfield></datafield><datafield tag="041" ind1=" " ind2=" "><subfield code="a">eng</subfield></datafield><datafield tag="082" ind1="0" ind2="4"><subfield code="a">330</subfield><subfield code="q">VZ</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">3,2</subfield><subfield code="2">ssgn</subfield></datafield><datafield tag="100" ind1="1" ind2=" "><subfield code="a">Saegert, Joel</subfield><subfield code="e">verfasserin</subfield><subfield code="4">aut</subfield></datafield><datafield tag="245" ind1="1" ind2="0"><subfield code="a">Sales managers and sales force feedback: Information left in the pipeline</subfield></datafield><datafield tag="264" ind1=" " ind2="1"><subfield code="c">1980</subfield></datafield><datafield tag="336" ind1=" " ind2=" "><subfield code="a">Text</subfield><subfield code="b">txt</subfield><subfield code="2">rdacontent</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="a">ohne Hilfsmittel zu benutzen</subfield><subfield code="b">n</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="a">Band</subfield><subfield code="b">nc</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="500" ind1=" " ind2=" "><subfield code="a">© Academy of Marketing Science 1980</subfield></datafield><datafield tag="520" ind1=" " ind2=" "><subfield code="a">Abstract In a study of sales force feedback at management levels, salesmen from two large corporations “planted” competitive new-product information with their sales managers. The object was to monitor the responses of the managers to reports from the field. Only about half of the 35 managers sampled passed the information on to higher levels. The importance of sales force feedback seems to have been lost on these managers, even though the use of such information had been stressed in their management training programs. The study indicates a need to provide motivation to use sales force feedback as a link in management information systems.</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Field Force</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Force Feedback</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">District Manager</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Sale Force</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Sales Representative</subfield></datafield><datafield tag="700" ind1="1" ind2=" "><subfield code="a">Hoover, Robert J.</subfield><subfield code="4">aut</subfield></datafield><datafield tag="773" ind1="0" ind2="8"><subfield code="i">Enthalten in</subfield><subfield code="t">Journal of the Academy of Marketing Science</subfield><subfield code="d">Springer-Verlag, 1973</subfield><subfield code="g">8(1980), 1-2 vom: Dez., Seite 33-39</subfield><subfield code="w">(DE-627)182223736</subfield><subfield code="w">(DE-600)1187865-4</subfield><subfield code="w">(DE-576)040097765</subfield><subfield code="x">0092-0703</subfield><subfield code="7">nnns</subfield></datafield><datafield tag="773" ind1="1" ind2="8"><subfield code="g">volume:8</subfield><subfield code="g">year:1980</subfield><subfield code="g">number:1-2</subfield><subfield code="g">month:12</subfield><subfield code="g">pages:33-39</subfield></datafield><datafield tag="856" ind1="4" ind2="1"><subfield code="u">https://doi.org/10.1007/BF02721970</subfield><subfield code="z">lizenzpflichtig</subfield><subfield code="3">Volltext</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">GBV_USEFLAG_A</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">SYSFLAG_A</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">GBV_OLC</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">SSG-OLC-WIW</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">GBV_ILN_26</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">GBV_ILN_32</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">GBV_ILN_70</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">GBV_ILN_110</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">GBV_ILN_4012</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">GBV_ILN_4029</subfield></datafield><datafield tag="951" ind1=" " ind2=" "><subfield code="a">AR</subfield></datafield><datafield tag="952" ind1=" " ind2=" "><subfield code="d">8</subfield><subfield code="j">1980</subfield><subfield code="e">1-2</subfield><subfield code="c">12</subfield><subfield code="h">33-39</subfield></datafield></record></collection>
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