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Browse Archives by Author: Fernando Jaramillo

Why Perceived Barriers to Career Advancement are Important
[12/1/2012]
Bill Weeks, DBA, Elten Briggs, PhD, and Fernando Jaramillo, PhD
Finding and retaining high performing salespeople continues to be the #1 challenge for most sales organizations. Organizational commitment has garnered considerable..

To Keep Your Agents: Consider Servant Leadership
[12/1/2010]
Fernando Jaramillo, Douglas B. Grisaffe, Lawrence B. Chonko, and James A. Roberts
Sales force retention is a critical objective facing managers. The costs of high turnover rates can be substantial and include lost sales, abandoned sales territories and costs..


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