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~subject:"Verkauf"
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Sales compensation solutions
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Verkauf
Selling
12
Salespeople
8
Verkaufspersonal
8
Corruption
6
Erfolgsfaktor
6
Fraud
6
Success factor
6
Außendienst
4
Bibliometrics
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Bibliometrie
4
Business ethics
4
Field sales force
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Unternehmensethik
4
Welt
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World
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applications
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marketing
4
programming: integer
4
Absatzplanung
3
Betrug
3
Compensation system
3
Digitalisierung
3
Digitization
3
Human Resource Management
3
Korruption
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Marketing management
3
Marketingmanagement
3
Personalmanagement
3
Physical distribution
3
Programming
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Vergütungssystem
3
Vertrieb
3
programming: integer algorithms
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Absatzpolitik
2
Auditing
2
Auditing standards
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Business ethics academic community
2
Business ethics discipline
2
Development of the field
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Collection of articles of several authors
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English
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Zoltners, Andris A.
11
Lorimer, Sally E.
10
Sinha, Prabhakant
10
Sahay, Dharmendra
3
Shastri, Arun
3
Albrecht, Chad
1
Baldauf, Artur
1
Bonoma, Thomas V.
1
Brüggemann, Felix
1
Cron, William L.
1
Marley, Steve
1
Sinha, Prabhakant K.
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Journal of personal selling & sales management : JPSSM
3
Kellogg on marketing
3
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
1
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ECONIS (ZBW)
12
USB Cologne (EcoSocSci)
1
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1
The future of sales compensation
Albrecht, Chad
;
Marley, Steve
-
2016
Persistent link: https://www.econbiz.de/10011861720
Saved in:
2
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:
3
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:
4
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:
5
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:
6
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:
7
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:
8
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:
9
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:
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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