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Benchmarking sales staffing efficiency in dealerships using extended data envelopment analysis
Gonzalez-Padron, Tracy; Akdeniz, M. Billur; Calantone, … - In: Journal of business research : JBR 67 (2014) 9, pp. 1904-1911
Persistent link: https://www.econbiz.de/10010379208
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A mixed-method study of the effects of Guanxi between salespersons and buyers on retailer-supplier relationships in China
Huang, Ying; Sternquist, Brenda J.; Zhang, Chun; … - In: Journal of marketing channels : ... distribution … 18 (2011) 3, pp. 189-215
Persistent link: https://www.econbiz.de/10009271367
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When to outsource the sales force for new products
Good, Valerie; Calantone, Roger J. - In: Industrial marketing management : the international … 82 (2019), pp. 106-116
Persistent link: https://www.econbiz.de/10012128002
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Driving in-role and extra-role brand performance among retail frontline salespeople : antecedents and the moderating role of customer orientation
Hughes, Douglas E.; Richards, Keith A.; Calantone, Roger J. - In: Journal of retailing 95 (2019) 2, pp. 130-143
Persistent link: https://www.econbiz.de/10012102968
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Leading the sales force : a dynamic management process
Darmon, René Y. - 2007
Persistent link: https://www.econbiz.de/10003372048
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Sizing the sales force
Darmon, René Y. - In: Sales management : a multinational perspective, (pp. 223-249). 2011
Persistent link: https://www.econbiz.de/10008858693
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A new conceptual framework of sales force control systems
Darmon, René Y.; Martin, Xavier C. - In: The journal of personal selling & sales management : JPSSM 31 (2011) 3, pp. 297-310
Persistent link: https://www.econbiz.de/10009270835