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Effective Salesforce Management Practices : A Real Option Approach
Madhani, Pankaj M. - 2018
Salesforce are strategic assets to the sales organization, but their returns may not remain stable over time due to changes in business conditions. Salesforce investments are similar to investments in other types of real assets and thus carry uncertainties. The study identifies the uncertainties...
Persistent link: https://www.econbiz.de/10012921424
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Influencing the salesforce through perceived ethical leadership : the role of salesforce socialization and person-organization fit on salesperson ethics and performance
Schwepker, Charles H. <Jr.> - In: The journal of personal selling & sales management : JPSSM 35 (2015) 4, pp. 292-313
Persistent link: https://www.econbiz.de/10011415997
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Building an effective sales force
Olariu, Ioana - In: Studies and scientific researches / Faculty of Economic … (2017), pp. 89-94
Persistent link: https://www.econbiz.de/10011810968
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Professionelle Interaktion und Kommunikation : zur Sozialisierung junger Frauen und Männer in Verkaufsberufe
Wald, Renate - 1987
Persistent link: https://www.econbiz.de/10000008924
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Salesforce incentive systems : an interdisciplinary review and research agenda
Georgi, Michael; Lachmann, Maik - In: Problems and perspectives in management : PPM ; … 12 (2014) 4, pp. 23-42
Persistent link: https://www.econbiz.de/10010511555
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Salesforce compensation with inventory considerations
Dai, Tinglong; Jerath, Kinshuk - In: Management science : journal of the Institute for … 59 (2013) 11, pp. 2490-2501
Persistent link: https://www.econbiz.de/10010229350
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Antecedents and anticipated outcomes of superstitious behavior among professional salespeople
Mayo, Michael; Mallin, Michael - In: The journal of business & industrial marketing 29 (2014) 3, pp. 227-237
Persistent link: https://www.econbiz.de/10010345209
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Transformation of the traditional salesforce: imperatives for intelligence, interface and integration
Piercy, Nigel F.; Lane, Nikala - In: A reader in marketing communications, (pp. 179-197). 2005
Persistent link: https://www.econbiz.de/10003292731
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Competitive strategies, salespeople control and salesforce performance
Sprimont, Pierre-Antoine - In: Performance measurement and management control : …, (pp. 97-113). 2004
Persistent link: https://www.econbiz.de/10002368104