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Building a winning sales force...
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Verkauf
11
Selling
10
Erfolgsfaktor
6
Salespeople
6
Success factor
6
Verkaufspersonal
6
Außendienst
4
Field sales force
4
applications
4
marketing
4
programming: integer
4
Absatzplanung
3
Compensation system
3
Digitalisierung
3
Digitization
3
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3
Marketingmanagement
3
Physical distribution
3
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3
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3
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programming: integer algorithms
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2
Personalmanagement
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2
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2
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2
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Zoltners, Andris A.
53
Sinha, Prabhakant
44
Lorimer, Sally E.
17
Zoltners, Andris Alfred
5
Sahay, Dharmendra
4
Shastri, Arun
4
Krishnamurthi, Lakshman
3
Armstrong, Ronald D.
2
Becker, Robert J.
2
Chong, Philip S. C.
2
Hahn, Minhi
2
Johnson, Miki
2
Lorimer, Sally
2
Manrai, Ajay K.
2
Mantrala, Murali K.
2
McGinn, Daniel
2
Park, Sehoon
2
Piper, Christopher J.
2
Rangan, V. Kasturi
2
Ross, G. Terry
2
Shanker, Roy J.
2
Turner, Ronald E.
2
Zoltners, Andris
2
Albrecht, Chad
1
Baldauf, Artur
1
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1
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1
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1
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1
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1
Herman, Carl
1
Kotler, Philip
1
Marley, Steve
1
McAndrews, Craig
1
Monroe, Kent B.
1
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1
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1
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1
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AMACOM
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Management Science
10
Management science : journal of the Institute for Operations Research and the Management Sciences
8
Marketing Science
5
Journal of personal selling & sales management : JPSSM
4
Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences
4
The Oxford handbook of strategic sales and sales management
4
Kellogg on marketing
3
Harvard business review : HBR
2
Journal of marketing
2
Operations research, Management science : OR MS ; the international literature digest
2
The journal of personal selling & sales management : JPSSM
2
HBR's 10 must reads series
1
Harvard-Business-Manager : das Wissen der Besten
1
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1
Legends in marketing
1
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1
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Optimization in statistics : with a view towards applications in management science and operations research
1
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ECONIS (ZBW)
36
RePEc
15
OLC EcoSci
8
USB Cologne (EcoSocSci)
5
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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
The complete guide to sales force incentive compensation : how to design and implement plans that work
Zoltners, Andris A.
;
Sinha, Prabhakant
;
Lorimer, Sally E.
-
2006
Persistent link: https://www.econbiz.de/10003380892
Saved in:
4
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:
5
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:
6
Breaking the sales force incentive addiction : a balanced approach to sales force effectiveness
Zoltners, Andris A.
;
Sinha, Prabhakant
;
Lorimer, Sally E.
- In:
The journal of personal selling & sales management : JPSSM
32
(
2012
)
2
,
pp. 171-186
Persistent link: https://www.econbiz.de/10009552546
Saved in:
7
Sales force effectiveness: a framework for researchers and practitioners
Zoltners, Andris A.
;
Sinha, Prabhakant
;
Lorimer, Sally E.
- In:
The journal of personal selling & sales management : JPSSM
28
(
2008
)
2
,
pp. 115-131
Persistent link: https://www.econbiz.de/10003735690
Saved in:
8
Practical insights for sales force digitalization success
Zoltners, Andris A.
;
Sinha, Prabhakant
;
Sahay, Dharmendra
; …
- In:
Journal of personal selling & sales management : JPSSM
41
(
2021
)
2
,
pp. 87-102
Persistent link: https://www.econbiz.de/10012584534
Saved in:
9
Commentary: practical insights for sales force digitalization success : the scholar's perspective
Cron, William L.
;
Baldauf, Artur
- In:
Journal of personal selling & sales management : JPSSM
41
(
2021
)
2
,
pp. 103-106
Persistent link: https://www.econbiz.de/10012584535
Saved in:
10
Commentary: practical insights to ensure sales force digitalization success : the educator's perspective
Herman, Carl
;
McAndrews, Craig
- In:
Journal of personal selling & sales management : JPSSM
41
(
2021
)
2
,
pp. 107-109
Persistent link: https://www.econbiz.de/10012584536
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