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Improving the Effectiveness of Field Sales Organizations: A European Perspective - Coaching rather than commanding salespeople increases sales unit effectiveness. Managers play a v...
Baldauf, Artur; Cravens, David W. - In: Industrial marketing management : the international … 28 (1999) 1, pp. 63-72
Persistent link: https://www.econbiz.de/10006301397
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Examining Sales Force Performance in Organizations That Use Behavior-Based Sales Management Processes
Grant, Ken; Cravens, David W. - In: Industrial marketing management : the international … 25 (1996) 5, pp. 361-372
Persistent link: https://www.econbiz.de/10006325975
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Improving the Effectiveness of Field Sales Organizations: A European Perspective - Coaching rather than commanding salespeople increases sales unit effectiveness. Managers play a v...
Baldauf, Artur; Cravens, David W. - In: Industrial marketing management : the international … 19990, pp. 63-72
Persistent link: https://www.econbiz.de/10006359113
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Praxis . Forschung - Managementparameter und Aussendienstmerkmale als Determinanten der Effektivität von Verkaufsorganisationen
Baldauf, Artur; Cravens, David W. - In: Journal of business economics : JBE 73 (2003) 4, pp. 371-406
Persistent link: https://www.econbiz.de/10007033284
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Relationships between Sales Management Control, Territory Design, Salesforce Performance and Sales Organization Effectiveness
Piercy, Nigel E.; Cravens, David W.; Morgan, Neil A. - In: British journal of management : BJM 10 (1999) 2, pp. 95-112
Persistent link: https://www.econbiz.de/10007186420
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Removing Salesforce Performance Hurdles
Babakus, Emin; Cravens, David W.; Grant, Ken; Ingram, … - In: The journal of business & industrial marketing 9 (1994) 3, pp. 19-29
Persistent link: https://www.econbiz.de/10007087195
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Consequences of Sales Management's Behavior- and Compensation-Based Control Strategies in Developing Countries
Piercy, Nigel F.; Low, George S.; Cravens, David W. - In: Journal of international marketing 12 (2004) 3, pp. 30-57
Persistent link: https://www.econbiz.de/10007229328
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The Control Factor - Less isn't always more when it comes to management control of sales.
Cravens, David W.; Marshall, Greg W.; Lassk, Felicia G.; … - In: Marketing management : a quarterly business management … 13 (2004) 1, pp. 38-44
Persistent link: https://www.econbiz.de/10007230905
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Technology and the changing marketing world
Moncrief, William C.; Cravens, David W. - In: Marketing intelligence & planning 17 (1999) 7, pp. 329-332
Persistent link: https://www.econbiz.de/10006986496
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Marketing out of the recession : recovery is coming, but things will never be the same again
Piercy, Nigel F.; Cravens, David W.; Lane, Nikala - In: The marketing review 10 (2010) 1, pp. 3-23
Persistent link: https://www.econbiz.de/10009853171