Works matching DE "SALES territories"
Results: 88
Fast Approximation Methods for Sales Force Deployment.
- Published in:
- Management Science, 1999, v. 45, n. 10, p. 1307, doi. 10.1287/mnsc.45.10.1307
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- Article
SALES TERRITORY ALIGNMENT: A REVIEW AND MODEL.
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- Management Science, 1983, v. 29, n. 11, p. 1237, doi. 10.1287/mnsc.29.11.1237
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- Article
ESTIMATING SERVICE TERRITORY SIZE.
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- Management Science, 1979, v. 25, n. 4, p. 301, doi. 10.1287/mnsc.25.4.301
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- Article
PRIORITIZING SALES FORCE DECISION AREAS FOR PRODUCTIVITY IMPROVEMENTS USING A CORE SALES RESPONSE FUNCTION.
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- Journal of Personal Selling & Sales Management, 2008, v. 28, n. 2, p. 145, doi. 10.2753/PSS0885-3134280203
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- Article
AN EXPLORATORY INVESTIGATION OF THE IMPACT OF CULTURE ON SALES FORCE MANAGEMENT CONTROL SYSTEMS IN EUROPE.
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- Journal of Personal Selling & Sales Management, 2003, v. 23, n. 1, p. 61, doi. 10.1080/08853134.2003.10748988
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- Article
Examining Business Strategy, Sales Management, and Salesperson Antecedents of Sales Organization Effectiveness.
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- Journal of Personal Selling & Sales Management, 2001, v. 21, n. 2, p. 109, doi. 10.1080/08853134.2001.10754262
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- Article
Research Priorities in Sales Strategy and Performance.
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- Journal of Personal Selling & Sales Management, 2001, v. 21, n. 2, p. 83, doi. 10.1080/08853134.2001.10754260
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- Article
Managing Salesperson motivation in a Territory Realignment.
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- Journal of Personal Selling & Sales Management, 2000, v. 20, n. 4, p. 215, doi. 10.1080/08853134.2000.10754242
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- Article
Sales Territory Alignment: An Overlooked Productivity Tool.
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- Journal of Personal Selling & Sales Management, 2000, v. 20, n. 3, p. 139, doi. 10.1080/08853134.2000.10754234
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- Article
The Impact of Territory Difficulty and Self Versus Other Ratings on Managerial Evaluations of Sales Personnel.
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- Journal of Personal Selling & Sales Management, 1992, v. 12, n. 4, p. 35, doi. 10.1080/08853134.1992.10753926
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- Article
Salesperson Evaluation: A Systematic Structure for Reducing Judgmental Biases.
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- Journal of Personal Selling & Sales Management, 1991, v. 11, n. 2, p. 27, doi. 10.1080/08853134.1991.10753866
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- Article
The Selling Situation as a Moderator of the Personality-Sales Performance Relationship: an Empirical Investigation.
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- Journal of Personal Selling & Sales Management, 1986, v. 6, n. 3, p. 53
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- Article
Effects of Effort, Territory Situation, and Rater on Salesperson Evaluation.
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- Journal of Personal Selling & Sales Management, 1986, v. 6, n. 1, p. 1
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- Publication type:
- Article
Leaders in Selling and Sales Management: John H. Patterson.
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- Journal of Personal Selling & Sales Management, 1985, v. 5, n. 2, p. 59
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- Article
Managing a Sales Territory: A Comparison of Industrial Goods and Consumer Goods Sales Representatives.
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- Journal of Personal Selling & Sales Management, 1982, v. 2, n. 2, p. 24, doi. 10.1080/08853134.1982.10754335
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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
Sales contests versus quotas with imbalanced territories.
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- Marketing Letters, 2013, v. 24, n. 3, p. 229, doi. 10.1007/s11002-012-9211-4
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- Article
Impact of Sales Territory Design and Salesforce Performance on Sales Organization Effectiveness: A Review of Studies.
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- Amity Global Business Review, 2017, v. 12, p. 46
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- Article
SPECIFICS OF TERRITORIAL MARKETING STRATEGY PLANNING.
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- European Integration Studies, 2009, n. 3, p. 162
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- Publication type:
- Article
Trading Territories (Book).
- Published in:
- 1999
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- Publication type:
- Book Review
HEURÍSTICA RECURSIVA DE EXPANSIÓN MÍNIMA PARA EL REDISEÑO DE TERRITORIOS DE VENTA.
- Published in:
- Revista Ingeniería Industrial, 2013, v. 12, n. 2, p. 63
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- Publication type:
- Article
INCORPORATING SALES FORCE PREFERENCES IN A GOAL PROGRAMMING MODEL FOR THE SALES RESOURCE ALLOCATION PROBLEM.
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- Decision Sciences, 1987, v. 18, n. 4, p. 677, doi. 10.1111/j.1540-5915.1987.tb01554.x
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- Article
Local Governments as Providers of Public Order: The Case of Estonia.
- Published in:
- Varstvoslovje: Journal of Criminal Justice & Security, 2017, v. 19, n. 4, p. 385
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- Publication type:
- Article
Sales-Force Decision Models: Insights from 25 Years of Implementation.
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- Interfaces, 2001, v. 31, n. 3, p. S8, doi. 10.1287/inte.31.3s.8.9675
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- Publication type:
- Article
THE COMPUTER THAT WAS TOO WELL SOLD: A TOCCATA IN FOUR MOVEMENTS.
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- Interfaces, 1980, v. 10, n. 5, p. 7, doi. 10.1287/inte.10.5.7
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- Publication type:
- Article
Sales Management in Developing Countries: A Comparison of Managerial Control Perspectives.
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- Journal of Asia-Pacific Business, 2007, v. 8, n. 3, p. 37, doi. 10.1300/J098v08n03_04
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- Publication type:
- Article
Desejo de marcar, algo demasiadamente humano.
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- Comunicação, Mídia e Consumo, 2011, v. 8, n. 23, p. 93
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- Publication type:
- Article
INSTRUMENTAL VALUE OF CULTURAL HERITAGE AS A PROMOTER OF SME IN RURAL TERRITORIES.
- Published in:
- Economic Science for Rural Development Conference Proceedings, 2015, n. 39, p. 218
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- Publication type:
- Article
COSTA: Contribution Optimizing Sales Territory Alignment.
- Published in:
- Marketing Science, 1998, v. 17, n. 3, p. 196, doi. 10.1287/mksc.17.3.196
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- Article
Patterns of credible commitments: Territory and brand selectivity in industrial distribution...
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- Journal of Marketing, 1997, v. 61, n. 2, p. 19, doi. 10.1177/002224299706100202
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- Publication type:
- Article
BIOBJECTIVE MODEL FOR REDESIGNING SALES TERRITORIES.
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- International Journal of Industrial Engineering, 2012, v. 19, n. 9, p. 350
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- Publication type:
- Article
MARGINALITY ASSOCIATED WITH INTERORGANIZATIONAL LINKING PROCESS, PRODUCTIVITY, AND SATISFACTION.
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- Academy of Management Journal, 1971, v. 14, n. 1, p. 145, doi. 10.2307/254719
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- Article
Thrill of victory and agony of defeat: Emotional rewards and sales force compensation.
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- Quantitative Marketing & Economics, 2013, v. 11, n. 4, p. 379, doi. 10.1007/s11129-013-9138-y
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- Publication type:
- Article
A NOTE ON THE HISTORICAL DEVELOPMENT OF THE ECONOMIC LAW OF MARKET AREAS.
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- Quarterly Journal of Economics, 1972, v. 86, n. 4, p. 563, doi. 10.2307/1882042
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- Article
Effective Sales Territory Development.
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- Journal of Marketing, 1977, v. 41, n. 2, p. 39, doi. 10.1177/002224297704100214
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- Article
Territorial Restrictions in Distribution: A Case Analysis.
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- Journal of Marketing, 1976, v. 40, n. 2, p. 69, doi. 10.2307/1251008
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- Publication type:
- Article
Territorial Restriction in Distribution Systems: Current Legal Developments.
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- Journal of Marketing, 1975, v. 39, n. 4, p. 52, doi. 10.2307/1250596
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- Publication type:
- Article
Fitting Branch Locations, Performance Standards, and Marketing Strategies to Local Conditions.
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- Journal of Marketing, 1974, v. 38, n. 1, p. 8, doi. 10.2307/1250161
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- Publication type:
- Article
A Quantitative Method for Structuring A Profitable Sales Force.
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- Journal of Marketing, 1973, v. 37, n. 3, p. 8, doi. 10.1177/002224297303700302
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- Publication type:
- Article
An Analytical Approach for Evaluating Sales Territory Performance.
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- Journal of Marketing, 1972, v. 36, n. 1, p. 31, doi. 10.2307/1250865
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- Article
IV. REGULATION OF CHANNELS OF DISTRIBUTION.
- Published in:
- Journal of Marketing, 1968, v. 32, n. 3, p. 84
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- Publication type:
- Article
19. Sales Management and Selling.
- Published in:
- 1967
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- Publication type:
- Abstract
How Should Advertising and Sales Promotion Funds Be Allocated?
- Published in:
- Journal of Marketing, 1967, v. 31, n. 4, p. 8, doi. 10.2307/1249458
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- Publication type:
- Article
The Impact of Retail Coupons.
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- Journal of Marketing, 1965, v. 29, n. 4, p. 11, doi. 10.1177/002224296502900403
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- Publication type:
- Article
6. Cost and Efficiency.
- Published in:
- 1963
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- Publication type:
- Abstract
20. SALES MANAGEMENT AND SELLING.
- Published in:
- 1961
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- Publication type:
- Abstract
How to Design Sales Territories.
- Published in:
- Journal of Marketing, 1961, v. 25, n. 3, p. 7, doi. 10.1177/002224296102500302
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- Publication type:
- Article
The Sales Territory As a Fixed Asset.
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- Journal of Marketing, 1960, v. 25, n. 2, p. 51, doi. 10.2307/1248611
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- Article
An Alternative Statistical "Line of Best Fit"
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- Journal of Marketing, 1960, v. 24, n. 3, p. 73
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- Publication type:
- Article
INDUSTRIAL MARKETING: NEW HORIZONS FOR INDUSTRIAL MARKETING RESEARCH.
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- Journal of Marketing, 1958, v. 23, n. 1, p. 68, doi. 10.1177/002224295802300115
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- Publication type:
- Article