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~subject:"Selling"
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Selling
Verkauf
10
Salespeople
7
Verkaufspersonal
7
Erfolgsfaktor
5
Success factor
5
Außendienst
4
Field sales force
4
applications
4
marketing
4
programming: integer
4
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3
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Digitalisierung
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Digitization
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Marketingmanagement
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Vergütungssystem
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programming: integer algorithms
3
Absatzpolitik
2
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2
Human resource planning
2
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Leistungsanreiz
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Market size
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Marketing
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Marktgröße
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Organisationsstruktur
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Personalmanagement
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Personalplanung
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Physical distribution
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Programmanalyse ganzzahlig
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marketing: sales force
2
sales analytics
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Zoltners, Andris A.
10
Lorimer, Sally E.
9
Sinha, Prabhakant
9
Sahay, Dharmendra
3
Shastri, Arun
3
Baldauf, Artur
1
Bonoma, Thomas V.
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Journal of personal selling & sales management : JPSSM
3
Kellogg on marketing
2
The journal of personal selling & sales management : JPSSM
2
HBR's 10 must reads series
1
Handbook of business-to-business marketing
1
The Oxford handbook of strategic sales and sales management
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ECONIS (ZBW)
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1
Aligning sales and marketing to enhance customer value and drive company results
Zoltners, Andris A.
;
Sinha, Prabhakant
;
Lorimer, Sally E.
- In:
Kellogg on marketing
,
(pp. 373-392)
.
2010
Persistent link: https://www.econbiz.de/10008664271
Saved in:
2
Building a winning sales force
Zoltners, Andris A.
;
Sinha, Prabhakant
;
Lorimer, Sally E.
- In:
Kellogg on marketing
,
(pp. 258-284)
.
2010
Persistent link: https://www.econbiz.de/10008664278
Saved in:
3
Building a winning sales force in B2B markets : a managerial perspective
Zoltners, Andris A.
;
Sinha, Prabhakant
;
Lorimer, Sally E.
- In:
Handbook of business-to-business marketing
,
(pp. 521-538)
.
2012
Persistent link: https://www.econbiz.de/10009500123
Saved in:
4
Breaking the sales force incentive addiction : a balanced approach to sales force effectiveness
Zoltners, Andris A.
;
Sinha, Prabhakant
;
Lorimer, Sally E.
- In:
The journal of personal selling & sales management : JPSSM
32
(
2012
)
2
,
pp. 171-186
Persistent link: https://www.econbiz.de/10009552546
Saved in:
5
Sales force effectiveness: a framework for researchers and practitioners
Zoltners, Andris A.
;
Sinha, Prabhakant
;
Lorimer, Sally E.
- In:
The journal of personal selling & sales management : JPSSM
28
(
2008
)
2
,
pp. 115-131
Persistent link: https://www.econbiz.de/10003735690
Saved in:
6
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:
7
Commentary: practical insights for sales force digitalization success : the scholar's perspective
Cron, William L.
;
Baldauf, Artur
- In:
Journal of personal selling & sales management : JPSSM
41
(
2021
)
2
,
pp. 103-106
Persistent link: https://www.econbiz.de/10012584535
Saved in:
8
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:
9
HBR's 10 must reads on sales : with bonus interview of Andris Zoltners
Bonoma, Thomas V.
-
2017
If you read nothing else on sales, read these 10 articles. We've combed through hundreds of Harvard Business Review articles and selected the most important ones to help you understand how to create the conditions for sales success.--
Persistent link: https://www.econbiz.de/10011629881
Saved in:
10
Structuring the Sales Force for Customer and Company Success
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/10012885344
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