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Albers, Sönke; Mantrala, Murali K. - In: Handbook of marketing decision models, (pp. 163-210). 2008

Persistent link: https://www.econbiz.de/10003755268

Trends in optimization models of sales force management

Albers, Sönke; Raman, Kalyan; Lee, Nick - In: The journal of personal selling & sales management : JPSSM 35 (2015) 4, pp. 275-291

Persistent link: https://www.econbiz.de/10011415994

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

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

Salesforce management - compensation, motivation, selection and training

Albers, Sönke - In: Handbook of marketing, (pp. 248-266). 2006

Persistent link: https://www.econbiz.de/10003335110

Personal selling elasticities : a meta-analysis

Albers, Sönke; Mantrala, Murali K.; Sridhar, Shrihari - In: Journal of marketing research : JMR 47 (2010) 5, pp. 840-853

Persistent link: https://www.econbiz.de/10008665407

Sales force modeling : state of the field and research agenda

Mantrala, Murali K.; Albers, Sönke; Caldieraro, Fabio; … - In: Marketing letters : a journal of research in marketing 21 (2010) 3, pp. 255-272

Persistent link: https://www.econbiz.de/10008648801

The impact of the Internet on B2B sales force size and structure

Mantrala, Murali K.; Albers, Sönke - In: Handbook of business-to-business marketing, (pp. 539-559). 2012

Persistent link: https://www.econbiz.de/10009500120

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 … derived in an empirical application using archival sales response data from a pharmaceutical company sales force. The …

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

Essays zu Ansätzen zur Effizienzmessung und relativen Leistungsbeurteilung von Verkaufsaußendienstmitarbeitern und Hochschulen

Bielecki, André - 2012

Persistent link: https://www.econbiz.de/10009540109