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Mantrala, Murali K. - In: The history of marketing science, (pp. 427-462). 2014

Persistent link: https://www.econbiz.de/10010415799

Trends in optimization models of sales force management

Albers, Sönke; Raman, Kalyan; Lee, Nick - In: The journal of personal selling & sales management : JPSSM 35 (2015) 4, pp. 275-291

Persistent link: https://www.econbiz.de/10011415994

Models for sales management decisions

Albers, Sönke; Mantrala, Murali K. - In: Handbook of marketing decision models, (pp. 163-210). 2008

Persistent link: https://www.econbiz.de/10003755268

Personal selling elasticities : a meta-analysis

Albers, Sönke; Mantrala, Murali K.; Sridhar, Shrihari - In: Journal of marketing research : JMR 47 (2010) 5, pp. 840-853

Persistent link: https://www.econbiz.de/10008665407

Sales force modeling : state of the field and research agenda

Mantrala, Murali K.; Albers, Sönke; Caldieraro, Fabio; … - In: Marketing letters : a journal of research in marketing 21 (2010) 3, pp. 255-272

Persistent link: https://www.econbiz.de/10008648801

Delegation of pricing authority to the sales force : an agency-theoretic perspective of its determinants and impact on performance/ Heiko Frenzen; Ann-Kristin Hansen; Manfred Kraff...

Frenzen, Heiko; Hansen, Ann-Kristin; Krafft, Manfred; … - In: International journal of research in marketing : IJRM ; … 27 (2010) 1, pp. 58-68

Persistent link: https://www.econbiz.de/10003960762

The impact of the Internet on B2B sales force size and structure

Mantrala, Murali K.; Albers, Sönke - In: Handbook of business-to-business marketing, (pp. 539-559). 2012

Persistent link: https://www.econbiz.de/10009500120

Developing India-centric B2B sales theory : an inductive apporach using sales job ads

Mantrala, Murali K.; Sridhar, Shrihari; Dong, Xiaodan - In: The journal of business & industrial marketing 27 (2012) 3, pp. 169-175

Persistent link: https://www.econbiz.de/10009558466

Salesperson efficiency benchmarking using sales response data : who is working hard and working smart?

Bielecki, André; Albers, Sönke; Mantrala, Murali K. - 2012

A key to enhancing sales force productivity is finding ways to help existing reps sell more. In this paper, we focus on the process of internal efficiency benchmarking of a firm's sales representatives aimed at identifying strong and weak performers and providing meaningful and actionable...

Persistent link: https://www.econbiz.de/10009533312

Special issue: Sales and sales management in emerging economies

Tanner, John F. (ed.); Mantrala, Murali K. (ed.) - 2016

Persistent link: https://www.econbiz.de/10011515549