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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
Programming
3
Vergütungssystem
3
Vertrieb
3
programming: integer algorithms
3
Absatzpolitik
2
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2
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2
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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
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1
McAndrews, Craig
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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
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1
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1
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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11
Commentary: practical insights for sales force digitalization success : an executive's key takeaways
Brüggemann, Felix
- In:
Journal of personal selling & sales management : JPSSM
41
(
2021
)
2
,
pp. 110-112
Persistent link: https://www.econbiz.de/10012584537
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12
Match Your Sales Force Structure to Your Business Life Cycle - A company must consider and alter different aspects of its sales force structure as the business moves through start-...
Zoltners, Andris A.
;
Sinha, Prabhakant
;
Lorimer, Sally E.
- In:
Harvard business review : HBR
(
2006
),
pp. 80-89
Persistent link: https://www.econbiz.de/10007275690
Saved in:
13
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
.
2011
Persistent link: https://www.econbiz.de/10012885342
Saved in:
14
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
.
2011
Persistent link: https://www.econbiz.de/10012885344
Saved in:
15
Sales force design for strategic advantage
Zoltners, Andris Alfred
;
Sinha, Prabhakant
;
Lorimer, …
-
2004
Persistent link: https://www.econbiz.de/10004445241
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16
The complete guide to sales force incentive compensation : how to design and implement plans that work
Zoltners, Andris Alfred
;
Sinha, Prabhakant
;
Lorimer, …
-
2006
Persistent link: https://www.econbiz.de/10004876451
Saved in:
17
Building a winning sales force : powerful strategies for driving high performance
Zoltners, Andris Alfred
;
Sinha, Prabhakant
;
Lorimer, …
-
2009
Persistent link: https://www.econbiz.de/10004928577
Saved in:
18
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
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19
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:
20
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
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