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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
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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
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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
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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
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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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The successful selling organization
Zoltners, Andris A.; Sinha, Prabhakant K.; Zoltners, Greg A. - In: Kellogg on marketing, (pp. 366-385). 2001
Persistent link: https://www.econbiz.de/10001613001