Managing the industrial salesforce culture

In: The journal of business & industrial marketing, Band 10, Heft 2, S. 34-47

Abstract

The concept of culture has been an important subject of managerial
interest over the past decade, yet little has been written about how
culture can be managed within the industrial salesforce. Describes the
key components of a salesforce culture and explains the characteristics
of a well‐managed salesforce culture. Finally, develops suggestions for
managing the industrial salesforce culture around three strategic
factors: planning, implementation and control. Concludes by providing
some guidelines for further research in this important area.