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~subject:"Field sales force"
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Field sales force
Verkauf
11
Selling
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Salespeople
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Success factor
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Außendienst
5
Digitalisierung
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Vertrieb
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Marketingmanagement
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applications
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marketing
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programming: integer
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Absatzplanung
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Compensation system
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Organisationsstruktur
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Organisatorischer Wandel
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programming: integer algorithms
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Absatzpolitik
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Leistungsanreiz
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Market size
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Marketing
2
Marktgröße
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Performance incentive
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Personalmanagement
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Personalplanung
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Programmanalyse ganzzahlig
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Sales information system
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Lorimer, Sally E.
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Sinha, Prabhakant
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Zoltners, Andris A.
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Sahay, Dharmendra
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Shastri, Arun
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Brüggemann, Felix
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Journal of personal selling & sales management : JPSSM
2
The Oxford handbook of strategic sales and sales management
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ECONIS (ZBW)
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1
Practical insights for sales force digitalization success
Zoltners, Andris A.
;
Sinha, Prabhakant
;
Sahay, Dharmendra
; …
- In:
Journal of personal selling & sales management : JPSSM
41
(
2021
)
2
,
pp. 87-102
Persistent link: https://www.econbiz.de/10012584534
Saved in:
2
Commentary: practical insights for sales force digitalization success : an executive's key takeaways
Brüggemann, Felix
- In:
Journal of personal selling & sales management : JPSSM
41
(
2021
)
2
,
pp. 110-112
Persistent link: https://www.econbiz.de/10012584537
Saved in:
3
Sizing the Sales Force and Designing Sales Territories for Results
Zoltners, Andris A.
;
Sinha, Prabhakant
;
Lorimer, Sally E.
- In:
The Oxford handbook of strategic sales and sales management
.
2011
Persistent link: https://www.econbiz.de/10012885342
Saved in:
4
The complete guide to sales force incentive compensation : how to design and implement plans that work
Zoltners, Andris A.
;
Sinha, Prabhakant
;
Lorimer, Sally E.
-
2006
Persistent link: https://www.econbiz.de/10003380892
Saved in:
5
Sizing the sales force and designing sales territories for results
Zoltners, Andris A.
;
Sinha, Prabhakant
;
Lorimer, Sally E.
- In:
The Oxford handbook of strategic sales and sales management
,
(pp. 277-310)
.
2011
Persistent link: https://www.econbiz.de/10008991491
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