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What are the Characteristics of an Effective Sales Manager? ![Full members only Full members only](https://salesmanagement.org/wp-content/themes/salesmanage-new/images/padlock.png)
11 June 2008
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Dawn R. Deeter-Schmelz, Daniel J. Goebel, and Karen Norman Kennedy This study builds on previous research concerning sales manager selection by examining the characteristics of effective sales managers from two perspectives—that of sales managers and sales representatives. Results of this exploratory study indicate that sales representatives assess the effectiveness...Read more