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The successful selling organiz...
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Selling
9
Verkauf
9
Salespeople
7
Verkaufspersonal
7
Erfolgsfaktor
5
Success factor
5
applications
4
marketing
4
programming: integer
4
Außendienst
3
Digitalisierung
3
Digitization
3
Field sales force
3
programming: integer algorithms
3
Absatzplanung
2
Absatzpolitik
2
Compensation system
2
Human Resource Management
2
Human resource planning
2
Internet marketing
2
Market size
2
Marketing management
2
Marketingmanagement
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Marktgröße
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Online-Marketing
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Organisationsstruktur
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Organizational structure
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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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Programming
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Vergütungssystem
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Vertrieb
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marketing: sales force
2
sales analytics
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sales force digitalization
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1984
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Absatzgebiete
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Zoltners, Andris A.
47
Sinha, Prabhakant
31
Lorimer, Sally E.
14
Sahay, Dharmendra
4
Shastri, Arun
4
Becker, Robert J.
2
Chong, Philip S. C.
2
Hahn, Minhi
2
Johnson, Miki
2
Krishnamurthi, Lakshman
2
Mantrala, Murali K.
2
McGinn, Daniel
2
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2
Piper, Christopher J.
2
Rangan, V. Kasturi
2
Ross, G. Terry
2
Shanker, Roy J.
2
Turner, Ronald E.
2
Armstrong, Ronald D.
1
Baldauf, Artur
1
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1
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1
Dodson, Joe A.
1
Herman, Carl
1
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Management Science
9
Management science : journal of the Institute for Operations Research and the Management Sciences
8
Journal of personal selling & sales management : JPSSM
4
The Oxford handbook of strategic sales and sales management
4
Marketing Science
3
Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences
3
Harvard business review : HBR
2
Journal of marketing
2
Kellogg on marketing
2
Operations research, Management science : OR MS ; the international literature digest
2
The journal of personal selling & sales management : JPSSM
2
Handbook of business-to-business marketing
1
Harvard-Business-Manager : das Wissen der Besten
1
Interfaces : the INFORMS journal on the practice of operations research
1
Marketing planning models
1
Operations research
1
Rivista internazionale di scienze economiche e commerciali : RiSEC ; pubblicazione trimestrale
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ECONIS (ZBW)
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RePEc
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OLC EcoSci
7
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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
An allocation model for catalog space planning
Johnson, Miki
;
Zoltners, Andris A.
;
Sinha, Prabhakant
- In:
Management science : journal of the Institute for …
25
(
1979
)
2
,
pp. 117-129
Persistent link: https://www.econbiz.de/10003590962
Saved in:
4
Weighted assignment models and their application
Ross, G. Terry
;
Zoltners, Andris A.
- In:
Management science : journal of the Institute for …
25
(
1979
)
7
,
pp. 683-696
Persistent link: https://www.econbiz.de/10003665368
Saved in:
5
The multi-choice knapsack problem
Sinha, Prabhakant
;
Zoltners, Andris A.
- In:
Operations research
27
(
1979
)
3
,
pp. 503-515
Persistent link: https://www.econbiz.de/10003682030
Saved in:
6
Sales territory alignment: a review and model
Zoltners, Andris A.
;
Sinha, Prabhakant
- In:
Management science : journal of the Institute for …
29
(
1983
)
11
,
pp. 1237-1256
Persistent link: https://www.econbiz.de/10003682053
Saved in:
7
An optimal algorithm for sales representative time management
Chong, Philip S. C.
;
Zoltners, Andris A.
;
Sinha, Prabhakant
- In:
Management science : journal of the Institute for …
25
(
1979
)
12
,
pp. 1197-1207
Persistent link: https://www.econbiz.de/10003514291
Saved in:
8
Sizing the sales force and designing sales territories for results
Zoltners, Andris A.
;
Sinha, Prabhakant
;
Lorimer, Sally E.
- In:
The Oxford handbook of strategic sales and sales management
,
(pp. 277-310)
.
2011
Persistent link: https://www.econbiz.de/10008991491
Saved in:
9
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
,
(pp. 131-173)
.
2011
Persistent link: https://www.econbiz.de/10008991516
Saved in:
10
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
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