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Match Your Sales Force Structure to Your Business Life Cycle - A company must consider and alter different aspects of its sales force structure as the business moves through start-...
Zoltners, Andris A.; Sinha, Prabhakant; Lorimer, Sally E. - In: Harvard business review : HBR (2006), pp. 80-89
Persistent link: https://www.econbiz.de/10007275690
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The 2004 ISMS Practice Prize Winner#x2014Sales Territory Design: Thirty Years of Modeling and Implementation
Zoltners, Andris A.; Sinha, Prabhakant - In: Marketing science : the marketing journal of the … 24 (2005) 3, pp. 313-331
Persistent link: https://www.econbiz.de/10006874876
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Structuring a Multiproduct Sales Quota-Bonus Plan for a Heterogeneous Sales Force: A Practical Model-based Approach
Mantrala, Murali K.; Sinha, Prabhakant; Zoltners, Andris A. - In: Marketing science : the marketing journal of the … 13 (1994) 2, pp. 121-144
Persistent link: https://www.econbiz.de/10006942091
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E DECISIONS AND FORECASTING - Sales-force decision models: Insights from 25 years of implementation Ea:140
Sinha, Prabhakant; Zoltners, Andris A. - In: Operations research, Management science : OR MS ; the … 42 (2002) 3, pp. 315-318
Persistent link: https://www.econbiz.de/10006509387
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ARTICLES - Sales-Force Decision Models: Insights from 25 Years of Implementation - Insights from extensive experience with modeling sales-force decisions.
Sinha, Prabhakant; Zoltners, Andris A. - In: Interfaces : the INFORMS journal on the practice of … 31 (2001) 3, pp. S8
Persistent link: https://www.econbiz.de/10006274165
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Breaking the Sales Force Incentive Addiction: A Balanced Approach to Sales Force Effectiveness
Zoltners, Andris; Sinha, Prabhakant; Lorimer, Sally - In: The journal of personal selling & sales management 32 (2012) 2, pp. 171-187
Persistent link: https://www.econbiz.de/10009970788
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D MODELING AND SYSTEMS ANALYSIS - Sales territory design: Thirty years of modeling and implementation (Published as the 2004 ISMS Practice Prize winner) Df:280
Zoltners, Andris A.; Siniha, Prabhakant - In: Operations research, Management science : OR MS ; the … 46 (2006) 2, pp. 183-184
Persistent link: https://www.econbiz.de/10007269571
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Analysis of New Product Diffusion Using a Four-segment Trial-repeat Model
Hahn, Minhi; Park, Sehoon; Krishnamurthi, Lakshman; … - In: Marketing science : the marketing journal of the … 13 (1994) 3, pp. 224-247
Persistent link: https://www.econbiz.de/10006942085