Works matching Sales force management
Results: 483
Sales force management practices in organizations with a supportive climate towards creativity.
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- Journal of Strategic Marketing, 2014, v. 22, n. 1, p. 59, doi. 10.1080/0965254X.2013.876062
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- Article
Trends in optimization models of sales force management.
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- Journal of Personal Selling & Sales Management, 2015, v. 35, n. 4, p. 275, doi. 10.1080/08853134.2015.1085807
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- Article
The Sales Force Management Audit.
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- California Management Review, 1981, v. 24, n. 2, p. 86, doi. 10.2307/41164959
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- Article
Le rôle du management des forces de vente dans la relation orientationclient et la performance commerciale des entreprises informatiques au Togo.
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- Revue des Sciences de Gestion, 2023, n. 319, p. 81, doi. 10.3917/rsg.319.0082
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- Article
MANAGEMENT OF THE SALES FORCE, Fourth Edition.
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- 1976
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- Book Review
MANAGEMENT OF THE SALES FORCE.
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- 1961
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- Publication type:
- Book Review
Sales Force Management.
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- 2009
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- Publication type:
- Book Review
Call planning in European pharmaceutical sales force management.
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- IMA Journal of Management Mathematics, 2010, v. 21, n. 3, p. 267, doi. 10.1093/imaman/dpp019
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- Article
Sales Technologies, Sales Force Management, and Online Infomediaries.
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- Journal of Personal Selling & Sales Management, 2013, v. 33, n. 2, p. 211, doi. 10.2753/PSS0885-3134330205
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- Article
MANAGEMENT CASE: DISTRIBUTOR SALES FORCE PERFORMANCE MANAGEMENT.
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- Vision (09722629), 2010, v. 14, n. 4, p. 309, doi. 10.1177/097226291001400407
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- Article
Particulars of management sale forces in the current economic context.
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- Quality - Access to Success, 2013, v. 14, p. 520
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- Article
The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training.
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- Management Science, 2021, v. 67, n. 11, p. 7046, doi. 10.1287/mnsc.2020.3853
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- Article
STRATEGY TYPE AND PERFORMANCE: THE INFLUENCE OF SALES FORCE MANAGEMENT.
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- Strategic Management Journal (John Wiley & Sons, Inc.) - 1980 to 2009, 2000, v. 21, n. 8, p. 813, doi. 10.1002/1097-0266(200008)21:8<813::AID-SMJ122>3.0.CO;2-G
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- Article
The Mediator Role of Sales Force Management Capability on the Relation Between Market Orientation and Financial Performance.
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- Teoria e Prática em Administração, 2020, v. 10, n. 1, p. 71, doi. 10.21714/2238-104X2020v10i1-49935
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- Article
SALES CAPABILITY AND PERFORMANCE: ROLE OF MARKET ORIENTATION, PERSONAL AND MANAGEMENT CAPABILITIES.
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- RAM. Mackenzie Management Review / RAM. Revista de Administração Mackenzie, 2020, v. 21, n. 4, p. 1, doi. 10.1590/1678-6971/eRAMR200199
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- Article
The Salesperson as Outside Agent or Employee: A Transaction Cost Analysis.
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- Marketing Science, 2008, v. 27, n. 1, p. 70, doi. 10.1287/mksc.1070.0333
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- Article
STRATEGIC IMPLICATIONS OF DARWINIAN ECONOMICS FOR SELLING EFFICIENCY AND CHOICE OF INTEGRATED OR INDEPENDENT SALES FORCES.
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- Management Science, 1988, v. 34, n. 5, p. 599, doi. 10.1287/mnsc.34.5.599
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- Article
Sales manager cost control engagement: antecedents and performance implications.
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- Journal of Personal Selling & Sales Management, 2019, v. 39, n. 2, p. 123, doi. 10.1080/08853134.2018.1548284
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- Article
A job demands-resources perspective on salespersons’ market intelligence activities in new product development.
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- Journal of Personal Selling & Sales Management, 2016, v. 36, n. 1, p. 19, doi. 10.1080/08853134.2016.1142793
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- Article
Assessing sales contest effectiveness: the role of salesperson and sales district characteristics.
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- Marketing Letters, 2016, v. 27, n. 3, p. 589, doi. 10.1007/s11002-014-9341-y
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- Article
Investigating the Moderating Effects of Perceived Technological Change on Sales Force Acceptance.
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- Journal of Business-to-Business Marketing, 2018, v. 25, n. 4, p. 319, doi. 10.1080/1051712X.2018.1519971
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- Article
Sales Performance Rankings: Examining the Impact of the Type of Information Displayed on Sales Force Outcomes.
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- Journal of Marketing, 2025, v. 89, n. 1, p. 94, doi. 10.1177/00222429241264191
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- Article
Onboarding Salespeople: Socialization Approaches.
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- Journal of Marketing, 2022, v. 86, n. 6, p. 13, doi. 10.1177/00222429221076437
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- Article
Increasing Team Performance by Sharing Success.
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- Journal of Marketing Research (JMR), 2021, v. 58, n. 4, p. 662, doi. 10.1177/00222437211021835
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- Article
ENGAJAMENTO NO TRABALHO E MARKETING MULTINÍVEL: UM ESTUDO COM EMPREENDEDORAS EM BELÉM DO PARÁ, BRASIL.
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- Revista Interdisciplinar Científica Aplicada, 2023, v. 17, n. 4, p. 20
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- Article
SATICILARIN KİŞİLİKLERİ İLE PERFORMANSLARININ İLİŞKİSİ; BEŞ FAKTÖR MODELİNE GÖRE BİR ANALİZ.
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- Journal of the Cukurova University Institute of Social Sciences, 2010, v. 19, n. 1, p. 366
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- Article
IMPROVING SALES FORCE PERFORMANCE THROUGH EFFECTIVE HUMAN RESOURCE MANAGEMENT.
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- Journal Return, 2023, v. 2, n. 7, p. 747, doi. 10.57096/return.v2i7.146
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- Article
BUILDING AND MANAGING A HIGH PERFORMING SALES FORCE.
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- CLEAR International Journal of Research in Commerce & Management, 2014, v. 5, n. 12, p. 31
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- Article
Strategies For Sales Force Management.
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- Journal of the Academy of Marketing Science, 1975, v. 3, n. 4, p. 369
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- Article
Measuring and Managing a Salesperson's Future Value to the Firm.
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- Journal of Marketing Research (JMR), 2014, v. 51, n. 5, p. 591, doi. 10.1509/jmr.13.0198
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- Article
Managing Sales Compensation: A Sales Force Configuration Approach.
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- Compensation & Benefits Review, 2013, v. 45, n. 2, p. 105, doi. 10.1177/0886368713490639
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- Article
SALESMANSHIP AND SALES FORCE MANAGEMENT (Book).
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- 1971
- Publication type:
- Book Review
Antecedents and consequences of salesperson identification with the brand and company.
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- Journal of Personal Selling & Sales Management, 2014, v. 34, n. 1, p. 3, doi. 10.1080/08853134.2013.870181
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- Article
THE IMPACT OF CONTESTS ON SALESPEOPLE'S CUSTOMER ORIENTATION: AN APPLICATION OF TOURNAMENT THEORY.
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- Journal of Personal Selling & Sales Management, 2010, v. 30, n. 1, p. 33, doi. 10.2753/PSS0885-3134300103
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- Article
ROLE AMBIGUITY, ROLE CONFLICT, AND PERFORMANCE: EMPIRICAL EVIDENCE OF AN INVERTED-U RELATIONSHIP.
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- Journal of Personal Selling & Sales Management, 2008, v. 28, n. 3, p. 299, doi. 10.2753/PSS0885-3134280306
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- Article
EFFECTS OF SALES FORCE AUTOMATION USE ON SALES FORCE ACTIVITIES AND CUSTOMER RELATIONSHIP MANAGEMENT PROCESSES.
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- Journal of Personal Selling & Sales Management, 2008, v. 28, n. 2, p. 167, doi. 10.2753/PSS0885-3134280205
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- Article
DEVELOPING SALES FORCE RELATIONALISM: THE ROLE OF DISTRIBUTIVE AND PROCEDURAL JUSTICE.
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- Journal of Personal Selling & Sales Management, 2007, v. 27, n. 3, p. 235, doi. 10.2753/PSS0885-3134270303
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- Article
Contemporary Sales Force Management (Book).
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- 1999
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- Publication type:
- Book Review
A PROBLEM CENTRED APPROACH TO SALES FORCE AND KEY ACCOUNT MANAGEMENT -- A U.K. PERSPECTIVE.
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- Journal of Personal Selling & Sales Management, 1995, v. 15, n. 2, p. 75
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- Article
Management of the Sales Force (Book).
- Published in:
- 1984
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- Publication type:
- Book Review
Sales Force Management.
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- 1981
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- Publication type:
- Book Review
Sales force modeling: State of the field and research agenda.
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- Marketing Letters, 2010, v. 21, n. 3, p. 255, doi. 10.1007/s11002-010-9111-4
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- Article
CASE DIAGNOSES: DISTRIBUTOR SALES FORCE PERFORMANCE MANAGEMENT.
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- Vision (09722629), 2010, v. 14, n. 4, p. 323, doi. 10.1177/097226291001400408
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- Publication type:
- Article
ADAPTIVE SELLING BEHAVIOUR: A STUDY AMONG SALESPERSON IN PHARMACEUTICAL INDUSTRY.
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- Asian Academy of Management Journal, 2018, v. 23, n. 1, p. 1, doi. 10.21315/aamj2018.23.1.1
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- Article
ART "OR" SCIENCE -- HOW DO DISTRIBUTORS APPROACH THE PRICE EQUATION?
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- Review of the Electronic & Industrial Distribution Industries, 2007, v. 6, n. 1, p. 74
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- Publication type:
- Article
Sales Force Management.
- Published in:
- 2010
- Publication type:
- Book Review
An Application Of Leadership And Management Concepts To Sales Management.
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- Leadership & Organizational Management Journal, 2014, v. 2014, n. 1, p. 2
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- Article
To JM on Its 75th Anniversary.
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- Journal of Marketing, 2011, v. 75, n. 4, p. 129, doi. 10.1509/jmkg.75.4.129
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- Article
Determinants of Pay Levels and Structures in Sales Organizations.
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- Journal of Marketing, 2009, v. 73, n. 6, p. 92, doi. 10.1509/jmkg.73.6.92
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- Article
Management of a Sales Force (Book Review).
- Published in:
- 2001
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- Publication type:
- Book Review