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Marketing : principles & perspectives

Bearden, William O.; Ingram, Thomas N.; LaForge, Raymond W. - 1998 - 2. ed., internat. ed.

Persistent link: https://www.econbiz.de/10004344058

Marketing : principles & perspectives

Bearden, William O.; Ingram, Thomas N.; LaForge, Raymond W. - 2004 - 4. ed., internat. ed.

Persistent link: https://www.econbiz.de/10004779732

Behavior-Based and Outcome-Based Salesforce Control Systems

Cravens, David W.; Ingram, Thomas N.; LaForge, Raymond W.; … - In: Journal of marketing 57 (1993) 4, pp. 47-59

Persistent link: https://www.econbiz.de/10006008190

Selling in the new millennium - A joint agenda

Ingram, Thomas N.; Laforge, Raymond W.; Leigh, Thomas W. - In: Industrial marketing management : the international … 31 (2002) 7, pp. 559-568

Persistent link: https://www.econbiz.de/10006264424

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

Addressing Job Stress in the Sales Force

Ingram, Thomas N.; Laforge, Raymond W.; Schwepker, … - In: The Oxford handbook of strategic sales and sales management. 2011

Persistent link: https://www.econbiz.de/10012885331

Sales management : analysis and decision making

Williams, Michael R.; Ingram, Thomas N.; LaForge, Raymond W. - 2015 - 9. ed.

Persistent link: https://www.econbiz.de/10013547289

Removing Salesforce Performance Hurdles

Babakus, Emin; Cravens, David W.; Grant, Ken; Ingram, … - In: Journal of Business & Industrial Marketing 9 (1994) 3, pp. 19-29

Examines how sales managers can affect and improve salesforce performance. Describes the similarities and differences between high‐ and low‐performance salesforces and the ways in which sales management can create the opportunity for salespeople to perform well. Discusses research...

Persistent link: https://www.econbiz.de/10014843249

Marketing : principles and perspectives

Bearden, William O. - 2007 - 5. ed., internat. ed.

Persistent link: https://www.econbiz.de/10004858521

In Search of Excellent Sales Organizations

Cravens, David W.; Grant, Ken; Ingram, Thomas N.; … - In: European Journal of Marketing 26 (1992) 1, pp. 6-23

Analyses salesforce performance and examines high and low performance Australian sales organizations. Chief sales executives in 99 companies describe their sales organizations′ characteristics, management priorities, salesforce performance and sales organization effectiveness. The companies...

Persistent link: https://www.econbiz.de/10014723005