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According to Hypothesis 4', the greater the internal uncertainty, the higher the likelihood the steamship line would rely on an integrated sales force. The monitoring of trends, one measure deemed by industry executives to represent internal uncertainty, was significant and in the right direction.

Technological innovation adoption: an empirical investigation of steamship line sales force integration

Power, Wards and Stratecasts, Hanks cites the information he and Waupaca's sales force gather from customer interaction as critical to Waupaca's success.

Roy Hanks: developing Waupaca into a focused, proactive supplier. (Industry Faces)

One of the frustrations that we have had is it's hard to get the sales force to offer that mix.

The CEO dilemma: competition for customer loyalty is war. Winners balance broad customer need with tight corporate focus. (Roundtable)

The group blamed the widening losses on costs of increasing its sales force, a drawn-out legal battle with insurer Lincoln National and higher than expected costs integrating Lincoln's sales force which had been disbanded into its own.

Financial adviser remains upbeat about its prospects; INTER-ALLIANCE: Seven-fold increase in pre-tax losses

Recent technology innovations include a wireless Palm-based sales force automation product for today's mobile sales force, as well as a transportation management system utilizing digital maps to optimize vehicle routing and scheduling.

CRM, SUPPLY CHAIN AND OTHER TECHNOLOGY SOLUTIONS

The sales force plays a pivotal role in implementing business and marketing strategies.

Competitiveness and Sales Management: A Marriage of Strategies

Prudential will now switch to a direct sales force selling their products over the telephone and through the Internet.

MONEY; PRU TO AXE ITS AGENTS 2000 jobs go

sales force to approximately 800 sales representatives with the aim of having its expanded team hired, trained and deployed by October.

Amarin to accelerate Vascepa commercialization, increase U.S. sales force to 800

Ordinarily, there is tension between the performance expectations a company assigns its sales force and what the sales people themselves consider to be reasonable sales targets.

ASK HR: I am almost quitting my job, please advise me before I do