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Leading the effective sales force: the Asian sales force management environment (TN)

Author: Anderson, Erin ; Lodish, Leonard M.INSEAD Area: Marketing Series: Working Paper ; 2006/40/MKT Publisher: Fontainebleau : INSEAD, 2006.Language: EnglishDescription: 82 p.Type of document: INSEAD Working Paper Online Access: Click here Abstract: The Alliance Center for Global Research and Development funded a study of how to adapt to the Asian environment the material used for the Alliance Open Enrolment Executive Education course "Leading the Effective Sales Force." Prepared by Cheon Kheong Tan under the supervision of Professor Erin Anderson (INSEAD) and Professor Leonard M. Lodish (Wharton), the present document represents the written output of that effort: it is a discussion based on scholarly research articles and trade press, with topics covered including the performance drivers, control systems, direct selling in Asia, often-overlooked gender issues, and sales force automation. An appendix providing help in pronouncing Asian names is also attached. Professors Anderson and Lodish used this material to launch the first "LESF" on the INSEAD Asia campus in Singapore in November 2005.
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The Alliance Center for Global Research and Development funded a study of how to adapt to the Asian environment the material used for the Alliance Open Enrolment Executive Education course "Leading the Effective Sales Force." Prepared by Cheon Kheong Tan under the supervision of Professor Erin Anderson (INSEAD) and Professor Leonard M. Lodish (Wharton), the present document represents the written output of that effort: it is a discussion based on scholarly research articles and trade press, with topics covered including the performance drivers, control systems, direct selling in Asia, often-overlooked gender issues, and sales force automation. An appendix providing help in pronouncing Asian names is also attached.
Professors Anderson and Lodish used this material to launch the first "LESF" on the INSEAD Asia campus in Singapore in November 2005.

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