Works matching Sales Force Management

Results: 483

Sales force management practices in organizations with a supportive climate towards creativity.

Published in:

Journal of Strategic Marketing, 2014, v. 22, n. 1, p. 59, doi. 10.1080/0965254X.2013.876062

By:

Zampetakis, Leonidas A.

Publication type:

Article

Trends in optimization models of sales force management.

Published in:

Journal of Personal Selling & Sales Management, 2015, v. 35, n. 4, p. 275, doi. 10.1080/08853134.2015.1085807

By:

Albers, Sönke;
Raman, Kalyan;
Lee, Nick

Publication type:

Article

Le rôle du management des forces de vente dans la relation orientationclient et la performance commerciale des entreprises informatiques au Togo.

Published in:

Revue des Sciences de Gestion, 2023, n. 319, p. 81, doi. 10.3917/rsg.319.0082

By:

GAFA, Yao

Publication type:

Article

The Sales Force Management Audit.

Published in:

California Management Review, 1981, v. 24, n. 2, p. 86, doi. 10.2307/41164959

By:

Dubinsky, Alan J.;
Hansen, Richard W.

Publication type:

Article

MANAGEMENT OF THE SALES FORCE, Fourth Edition.

Published in:

1976

By:

Shawver, Donald L.;
Charles E. Treas

Publication type:

Book Review

MANAGEMENT OF THE SALES FORCE.

Published in:

1961

By:

Wright, John S.;
Payne, Stanley L.

Publication type:

Book Review

Sales Force Management.

Published in:

2009

By:

Pillai, Deepa

Publication type:

Book Review

Call planning in European pharmaceutical sales force management.

Published in:

IMA Journal of Management Mathematics, 2010, v. 21, n. 3, p. 267, doi. 10.1093/imaman/dpp019

By:

AGNETIS, ALESSANDRO;
MESSINA, ENZA;
PRANZO, MARCO

Publication type:

Article

Particulars of management sale forces in the current economic context.

Published in:

Quality - Access to Success, 2013, v. 14, p. 520

By:

CRISTEA, Adriana Anca

Publication type:

Article

The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training.

Published in:

Management Science, 2021, v. 67, n. 11, p. 7046, doi. 10.1287/mnsc.2020.3853

By:

Chung, Doug J.;
Kim, Byungyeon;
Park, Byoung G.

Publication type:

Article

Sales Technologies, Sales Force Management, and Online Infomediaries.

Published in:

Journal of Personal Selling & Sales Management, 2013, v. 33, n. 2, p. 211, doi. 10.2753/PSS0885-3134330205

By:

Kuruzovich, Jason

Publication type:

Article

MANAGEMENT CASE: DISTRIBUTOR SALES FORCE PERFORMANCE MANAGEMENT.

Published in:

Vision (09722629), 2010, v. 14, n. 4, p. 309, doi. 10.1177/097226291001400407

By:

Mukherjee, Jaydeep;
Basu, Anirban

Publication type:

Article

STRATEGY TYPE AND PERFORMANCE: THE INFLUENCE OF SALES FORCE MANAGEMENT.

Published in:

Strategic Management Journal (Wiley-Blackwell) - 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

By:

Slater, Stanley F.;
Olson, Eric M.

Publication type:

Article

SALES CAPABILITY AND PERFORMANCE: ROLE OF MARKET ORIENTATION, PERSONAL AND MANAGEMENT CAPABILITIES.

Published in:

RAM. Mackenzie Management Review / RAM. Revista de Administração Mackenzie, 2020, v. 21, n. 4, p. 1, doi. 10.1590/1678-6971/eRAMR200199

By:

RODRIGUES, GRAZIELA P.;
MARTINS, TOMAS S.

Publication type:

Article

The Mediator Role of Sales Force Management Capability on the Relation Between Market Orientation and Financial Performance.

Published in:

Teoria e Prática em Administração, 2020, v. 10, n. 1, p. 71, doi. 10.21714/2238-104X2020v10i1-49935

By:

Perretto Rodrigues, Graziela;
Maior de Brito, Cecília Souto;
Bárbara Moreno, Renata;
Machado Toaldo, Ana Maria;
Muller Prado, Paulo Henrique;
Zancan Marchetti, Renato

Publication type:

Article

The Salesperson as Outside Agent or Employee: A Transaction Cost Analysis.

Published in:

Marketing Science, 2008, v. 27, n. 1, p. 70, doi. 10.1287/mksc.1070.0333

By:

Anderson, Erin

Publication type:

Article

Assessing sales contest effectiveness: the role of salesperson and sales district characteristics.

Published in:

Marketing Letters, 2016, v. 27, n. 3, p. 589, doi. 10.1007/s11002-014-9341-y

By:

Gopalakrishna, Srinath;
Garrett, Jason;
Mantrala, Murali;
Sridhar, Shrihari

Publication type:

Article

Sales Performance Rankings: Examining the Impact of the Type of Information Displayed on Sales Force Outcomes.

Published in:

Journal of Marketing, 2025, v. 89, n. 1, p. 94, doi. 10.1177/00222429241264191

By:

Ahearne, Molly;
Pourmasoudi, Mohsen;
Atefi, Yashar;
Lam, Son K.

Publication type:

Article

Onboarding Salespeople: Socialization Approaches.

Published in:

Journal of Marketing, 2022, v. 86, n. 6, p. 13, doi. 10.1177/00222429221076437

By:

Wiseman, Phillip;
Ahearne, Michael;
Hall, Zachary;
Tirunillai, Seshadri

Publication type:

Article

Increasing Team Performance by Sharing Success.

Published in:

Journal of Marketing Research (JMR), 2021, v. 58, n. 4, p. 662, doi. 10.1177/00222437211021835

By:

Chen, Hua;
Chung, Kevin

Publication type:

Article

STRATEGIC IMPLICATIONS OF DARWINIAN ECONOMICS FOR SELLING EFFICIENCY AND CHOICE OF INTEGRATED OR INDEPENDENT SALES FORCES.

Published in:

Management Science, 1988, v. 34, n. 5, p. 599, doi. 10.1287/mnsc.34.5.599

By:

Anderson, Erin

Publication type:

Article

Investigating the Moderating Effects of Perceived Technological Change on Sales Force Acceptance.

Published in:

Journal of Business-to-Business Marketing, 2018, v. 25, n. 4, p. 319, doi. 10.1080/1051712X.2018.1519971

By:

Obal, Michael;
Morgan, Todd

Publication type:

Article

Sales manager cost control engagement: antecedents and performance implications.

Published in:

Journal of Personal Selling & Sales Management, 2019, v. 39, n. 2, p. 123, doi. 10.1080/08853134.2018.1548284

By:

Skiba, Jenifer;
Saini, Amit;
Friend, Scott B.

Publication type:

Article

A job demands-resources perspective on salespersons’ market intelligence activities in new product development.

Published in:

Journal of Personal Selling & Sales Management, 2016, v. 36, n. 1, p. 19, doi. 10.1080/08853134.2016.1142793

By:

Kuester, Sabine;
Rauch, Andreas

Publication type:

Article

ENGAJAMENTO NO TRABALHO E MARKETING MULTINÍVEL: UM ESTUDO COM EMPREENDEDORAS EM BELÉM DO PARÁ, BRASIL.

Published in:

Revista Interdisciplinar Científica Aplicada, 2023, v. 17, n. 4, p. 20

By:

Reis, Adrielly;
Rodrigo, Anderson;
Corrêa de Mattos, Carlos André;
Descovi Schimith, Cristiano

Publication type:

Article

Strategies For Sales Force Management.

Published in:

Journal of the Academy of Marketing Science, 1975, v. 3, n. 4, p. 369

By:

Rissman, George

Publication type:

Article

IMPROVING SALES FORCE PERFORMANCE THROUGH EFFECTIVE HUMAN RESOURCE MANAGEMENT.

Published in:

Journal Return, 2023, v. 2, n. 7, p. 747, doi. 10.57096/return.v2i7.146

By:

Astuti, Indri;
Purnomo, Hadi;
Devi, Nurwulan Kusuma;
Jati, Prihatina

Publication type:

Article

BUILDING AND MANAGING A HIGH PERFORMING SALES FORCE.

Published in:

CLEAR International Journal of Research in Commerce & Management, 2014, v. 5, n. 12, p. 31

By:

SETH, RAHUL;
JAIN, NIKHIL

Publication type:

Article

Measuring and Managing a Salesperson's Future Value to the Firm.

Published in:

Journal of Marketing Research (JMR), 2014, v. 51, n. 5, p. 591, doi. 10.1509/jmr.13.0198

By:

KUMAR, V.;
SUNDER, SARANG;
LEONE, ROBERT P.

Publication type:

Article

SATICILARIN KİŞİLİKLERİ İLE PERFORMANSLARININ İLİŞKİSİ; BEŞ FAKTÖR MODELİNE GÖRE BİR ANALİZ.

Published in:

Journal of the Cukurova University Institute of Social Sciences, 2010, v. 19, n. 1, p. 366

By:

Madran, Canan;
Akdoğan, Tahsin

Publication type:

Article

SALESMANSHIP AND SALES FORCE MANAGEMENT (Book).

Published in:: 1971
Publication type:: Book Review

Sales force modeling: State of the field and research agenda.

Published in:

Marketing Letters, 2010, v. 21, n. 3, p. 255, doi. 10.1007/s11002-010-9111-4

By:

Mantrala, Murali;
Albers, Sönke;
Caldieraro, Fabio;
Jensen, Ove;
Joseph, Kissan;
Krafft, Manfred;
Narasimhan, Chakravarthi;
Gopalakrishna, Srinath;
Zoltners, Andris;
Lal, Rajiv;
Lodish, Leonard

Publication type:

Article

To JM on Its 75th Anniversary.

Published in:

Journal of Marketing, 2011, v. 75, n. 4, p. 129, doi. 10.1509/jmkg.75.4.129

By:

Bolton, Ruth N

Publication type:

Article

Determinants of Pay Levels and Structures in Sales Organizations.

Published in:

Journal of Marketing, 2009, v. 73, n. 6, p. 92, doi. 10.1509/jmkg.73.6.92

By:

Rouziès, Dominique;
Coughlan, Anne T;
Anderson, Erin;
Iacobucci, Dawn

Publication type:

Article

Sales Force Management/ Sales Management/ Sales Management...

Published in:

1984

By:

Hollander, Stanley C.;
Jolson, Marvin A.

Publication type:

Book Review

The Outside Salesman: Interorganizational Link.

Published in:

California Management Review, 1969, v. 12, n. 2, p. 57, doi. 10.2307/41164220

By:

Pruden, Henry O.

Publication type:

Article

Managing Sales Compensation: A Sales Force Configuration Approach.

Published in:

Compensation & Benefits Review, 2013, v. 45, n. 2, p. 105, doi. 10.1177/0886368713490639

By:

Madhani, Pankaj M.

Publication type:

Article

An Application Of Leadership And Management Concepts To Sales Management.

Published in:

Leadership & Organizational Management Journal, 2014, v. 2014, n. 1, p. 2

By:

Maceli, Kristen;
Baack, Donald

Publication type:

Article

ADAPTIVE SELLING BEHAVIOUR: A STUDY AMONG SALESPERSON IN PHARMACEUTICAL INDUSTRY.

Published in:

Asian Academy of Management Journal, 2018, v. 23, n. 1, p. 1, doi. 10.21315/aamj2018.23.1.1

By:

Leong Wong, Kok;
Cheng Ling Tan

Publication type:

Article

Sales Force Feedback on Competitors' Activities.

Published in:

Journal of Marketing, 1974, v. 38, n. 2, p. 69, doi. 10.2307/1250201

By:

Robertson, Dan H.

Publication type:

Article

READINGS IN SALES FORCE MANAGEMENT.

Published in:

1971

By:

Gordon, Guy G.;
Gearity, John E.

Publication type:

Book Review

SALES FORCE MANAGEMENT.

Published in:

1970

By:

Brody, Robert P.;
Gordon, Guy G.

Publication type:

Book Review

MANAGEMENT OF THE SALES FORCE.

Published in:

1970

By:

Gordon, Guy G.;
Raymond, Robert S.

Publication type:

Book Review

11. Marketing Education.

Published in:

1969

By:

Penn, Jr., William S.;
King, Robert L.

Publication type:

Abstract

MANAGEMENT OF THE SALES FORCE, Revised Edition, 1964.

Published in:

1965

By:

Jones, Manley Howe

Publication type:

Book Review

Managing the Industrial Sales Force of the 1990s.

Published in:

Journal of Marketing Management, 1993, v. 9, n. 2, p. 123, doi. 10.1080/0267257X.1993.9964225

By:

Wilson, Kevin

Publication type:

Article

Controlling Risk and Return in the Management of a Sales Team.

Published in:

Journal of Marketing Research (JMR), 1968, v. 5, n. 3, p. 277, doi. 10.2307/3150344

By:

Layton, Roger A.

Publication type:

Article

A REVIEW OF SALES MANAGER MONITORING: CONTROL TOOL AND OUTCOMES.

Published in:

International Journal of Sales, Retailing & Marketing, 2015, v. 4, n. 3, p. 20

By:

DelVecchio, Susan;
Bryan, Joey

Publication type:

Article

ART "OR" SCIENCE -- HOW DO DISTRIBUTORS APPROACH THE PRICE EQUATION?

Published in:

Review of the Electronic & Industrial Distribution Industries, 2007, v. 6, n. 1, p. 74

By:

Lawrence, F. Barry;
Krishnadevarajan, Pradip

Publication type:

Article

Management of a Sales Force (Book Review).

Published in:

2001

By:

Cameroon, Matthew

Publication type:

Book Review