This study examines the relationship between multiple sales force management practices and performance within each of Miles & Snowꡑs strategy types(1978) and Walker & Ruekertꡑ s strategy types(1987). The findings are as follows : First, Prospectors seem to be associated with increased performance when they are utilizing a relationship selling strategy, internal sales force, moderate levels of supervision, outcome-based control system and incentive-oriented compensation system. Second, Analyzers seem to be associated with increased performance when they are utilizing a relationship selling strategy, internal sales force, outcome-based control system to deal with the instability in their strategic focus. Third, Low Cost Defender seem to be associated with increased performance when they are utilizing a relationship selling strategy, external sales force, low levels of supervision, outcome-based control system and salary-oriented compensation system. Fourth, Differentiated Defenders seem to be associated with increased performance when they are utilizing a relationship selling strategy, high levels of supervision, balanced(outcome+behavior) control system and salary-oriented compensation system.

Abstract
 1. 서 론
 2. 이론적 고찰
 2.1 사업부 전략 유형에 관한 연구
 2.2 판매력 관리 실행의 구성요인
 3. 실증 연구설계
  1. 판매 전략(Selling Strategy)
  2. 판매원 관리 감독 정도(Extent of Supervision)
  3. 판매원 통제(Salesperson Control)
  4. 판매 활동(Selling Activity)
  5. 판매원 보상(Compensation)
 4. 실증분석 결과
  4.1 표본설정
  4.1 자료분석 및 결과해석(가설검증)
 5. 결 론
 참 고 문 헌

• 이선규(금오공과대학교)
• 서명지(금오공과대학교)
• 이웅희(금오공과대학교)