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Managerial coaching as a sales performance moderator

D Good Journal of Marketing Theory and Practice 1993

Successful sales managers typically invest a significant amount of time coaching salespeople. Still, despite its importance, very little is known about coaching. To extend the understanding of the manager's role in individual sales performance, 147 sales managers were surveyed concerning their participation in observing sales calls. It wa...

Cites in Google Scholar: 11
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