直销通路管理报告(2).ppt

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Content Introduction Go-Setting Literature Hypotheses Method 5. Result 6. Discussion Introduction Because direct salespeople are not company employees, but rather independent agents, they can take on the product line of more than one direct selling firm. Because of their independence and varying degrees of work commitment, specific quota or objectives are seldom assigned to direct salespeople by their firm. The major purpose of this paper is to determine how goal setting relates to the behavior and performance of these salespersons. To find some ways for further research on goal setting for company salespeople,manufacturers’ representative, and other types of sales agents. Goal-Setting Literature The most widely-quoted and tested theory of goal setting is Locke’s(1968). Research based on t

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