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Manage the customer, not just the sales force
Shapiro, Benson P. - In: Harvard business review : HBR 52 (1974) 5, pp. 127-136
Persistent link: https://www.econbiz.de/10002791640
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Financial incentives for salesmen
Smyth, Richard C. - In: Harvard business review : HBR 46 (1968) 1, pp. 109-117
Persistent link: https://www.econbiz.de/10002842080
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How to pay your sales force
Steinbrink, John P. - In: Harvard business review : HBR 56 (1978) 4, pp. 111-122
Persistent link: https://www.econbiz.de/10002845905
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Sales management must manage
Loen, Raymond O. - In: Harvard business review : HBR 42 (1964) 3, pp. 107-114
Persistent link: https://www.econbiz.de/10002260475
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What makes a good salesman
Mayer, David; Greenberg, Herbert M. - In: Harvard business review : HBR 42 (1964) 4, pp. 119-125
Persistent link: https://www.econbiz.de/10002441027
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Sales power through planned careers
Pearson, Andrall E. - In: Harvard business review : HBR 44 (1966) 1, pp. 105-116
Persistent link: https://www.econbiz.de/10002620964