Salesforce management has been a key marketing research area as having an effective salesforce is critical to the success of organizations. A performance management approach provides a comprehensive and integrative way of developing an effective salesforce. With the dramatic development of transitional economies, it is important to examine how cultural elements may influence the management of a salesforce's performance. This article discusses various elements of performance management: Goal setting, performance evaluation, compensation and reward, and monitoring and feed-back, as well as training and development in Chinese and Romanian contexts. Managerial implications and future challenges are presented.
Scopus Subject Areas
- Geography, Planning and Development
- Social networks