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The relationship between job related expectations of salespeople and the use by sales management of a fulfilment approach

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Figure

Table 5.1 Trade sectors and percentages ofcompanies which fall in each group.
Table 5.2 Number of salespeople contacted andtheir percentage per sector.
Table 5.3 Frequency of responses to performanceunder four manipulated conditions.
Table 6.1 Salespeople's responses towards likingor disliking specific sales tasks.
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