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Instrumental leadership as a determinant of salesperson performance: applying the extended full range leadership theory (FRLT)
(Indian Institute of Management Ahmedabad, 2014)
Salesperson performance plays an important role in determining the success of an organization. Due to of rapidly changing technology, increasing competition and rising customer expectation, the job of a salesperson continues ...
Impact of perceived overqualification on salesperson performance
(Indian Institute of Management Ahmedabad, 2013)
Salesperson performance is a key indicator of organizational performance. We know
that many different factors such as qualification level, selling skills, organizational
culture, reward systems etc. influence salesperson ...