Motivating the industrial sales force in the sales forecasting process
Year of publication: |
2011
|
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Authors: | Byrne, Teresa M. McCarthy ; Moon, Mark A. ; Mentzer, John T. |
Published in: |
Industrial marketing management : the international journal for industrial and high-tech firms. - New York, NY [u.a.] : Elsevier, ISSN 0019-8501, ZDB-ID 120124-4. - Vol. 40.2011, 1, p. 128-138
|
Subject: | Verkaufspersonal | Salespeople | Industrie | Manufacturing industries | Leistungsanreiz | Performance incentive | Vertrieb | Physical distribution | Unternehmensplanung | Corporate planning | Prognoseverfahren | Forecasting model |
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