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The influence of formal and informal sales controls on customer-directed selling behaviors and sales unit effectiveness
Guenzi, Paolo; Baldauf, Artur; Panagopoulos, Nikolaos G. - In: Industrial marketing management : the international … 43 (2014) 5, pp. 786-800
Persistent link: https://www.econbiz.de/10010404086
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Improving the Effectiveness of Field Sales Organizations: A European Perspective - Coaching rather than commanding salespeople increases sales unit effectiveness. Managers play a v...
Baldauf, Artur; Cravens, David W. - In: Industrial marketing management : the international … 28 (1999) 1, pp. 63-72
Persistent link: https://www.econbiz.de/10006301397
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Improving the Effectiveness of Field Sales Organizations: A European Perspective - Coaching rather than commanding salespeople increases sales unit effectiveness. Managers play a v...
Baldauf, Artur; Cravens, David W. - In: Industrial marketing management : the international … 19990, pp. 63-72
Persistent link: https://www.econbiz.de/10006359113