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Call planning in European pharmaceutical sales force management

Agnetis, Alessandro; Messina, Enza; Pranzo, Marco - In: IMA journal of management mathematics 21 (2010) 3, pp. 267-280

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The interaction of three dimensions of trust, relational selling, team selling and B2B sales success in the European market

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How HRM control affects boundary-spanning employees' behavioural strategies and satisfaction : the moderating impact of cultural performance orientation

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Commercial Sales : The Common European Sales Law Compared to the Vienna Sales Convention

Loos, Marco - 2013

If the Common European Sales Law (CESL) is adopted, commercial parties will have the opportunity to choose between two international legal instruments for the regulation of their international commercial sales contracts. Whereas CESL is available to both consumer and commercial sales contracts,...

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