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Salesperson Efficiency Benchmarking Using Sales Response Data: Who is Working Hard and Working Smart?

Bielecki, Andre; Albers, Sönke; Mantrala, Murali - 2012

A key to enhancing sales force productivity is finding ways to help existing reps sell more. In this paper, we focus on the process of internal efficiency benchmarking of a firm’s sales representatives aimed at identifying strong and weak performers and providing meaningful and actionable...

Persistent link: https://www.econbiz.de/10010308582

Research productivity in business economics : a second reply

Fabel, Oliver; Hein, Miriam; Hofmeister, Robert - In: German economic review 10 (2009) 3, pp. 372-374

Persistent link: https://www.econbiz.de/10003873733

What drives publication productivity in German business faculties?

Albers, Sönke - In: Schmalenbach business review : sbr 67 (2015) 1, pp. 6-33

Persistent link: https://www.econbiz.de/10010471735

Introduction: Special Issue on enhancing sales force productivity

Mantrala, Murali K.; Albers, Sönke; Gopalakrishna, Srinath - In: The journal of personal selling & sales management : JPSSM 28 (2008) 2, pp. 109-113

Persistent link: https://www.econbiz.de/10003735683

Prioritizing sales force decision areas for productivity improvements using a core sales response function

Skiera, Bernd; Albers, Sönke - In: The journal of personal selling & sales management : JPSSM 28 (2008) 2, pp. 145-154

Persistent link: https://www.econbiz.de/10003735696

Abhängigkeit des Modal-Split im Öffentlichen Personennahverkehr von der Kundenzufriedenheit

Albers, Sönke - In: Betriebswirtschaftslehre und betriebliche Praxis : …, (pp. 491-511). 2003

Persistent link: https://www.econbiz.de/10002033304

Essays zur Schätzung von Marketingmodellen und zur Ableitung von Handlungsempfehlungen

Proppe, Dennis - 2008

Persistent link: https://www.econbiz.de/10003772250

Salesperson efficiency benchmarking using sales response data : who is working hard and working smart?

Bielecki, André; Albers, Sönke; Mantrala, Murali K. - 2012

A key to enhancing sales force productivity is finding ways to help existing reps sell more. In this paper, we focus on the process of internal efficiency benchmarking of a firm's sales representatives aimed at identifying strong and weak performers and providing meaningful and actionable...

Persistent link: https://www.econbiz.de/10009533312

Erfolgsfaktoren von Customer-Relationship-Management-Implementierungen

Greve, Goetz - 2006 - 1. Aufl.

Persistent link: https://www.econbiz.de/10003307847

Einsatz einer erweiterten Form der Conjoint-Analyse zur empirischen Schätzung von Zahlungsbereitschaftsfunktionen für die mengen- und zeitbezogene Preisdifferenzierung

Albers, Sönke; Skiera, Bernd - In: Quantitative Marketingforschung in Deutschland : …, (pp. 125-144). 2005

Persistent link: https://www.econbiz.de/10003289251