| The changing sales environment : implications for sales and sales management research and practice
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2011 |
Lee, Nick |
| Customer selection to acquire, retain, and grow
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2011 |
Dixon, Andrea L. |
| Sales technology
|
2011 |
Hunter, Gary K. |
| Organizational commitment to sales
|
2011 |
Johnston, Wesley J. |
| The evolution of the strategic sales organization
|
2011 |
Piercy, Nigel |
| Sales force-generated marketing intelligence
|
2011 |
Evans, Kenneth R. |
| The strategic role of the selling function : a resource-based framework
|
2011 |
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| Achieving sales organization effectiveness
|
2011 |
Cravens, David W. |
| Structuring the sales force for customer and company success
|
2011 |
Zoltners, Andris A. |
| Training and rewards
|
2011 |
Johnston, Mark W. |
| Addressing job stress in the sales force
|
2011 |
Ingram, Thomas N. |
| Sizing the sales force and designing sales territories for results
|
2011 |
Zoltners, Andris A. |
| Customer relationship management and the sales force
|
2011 |
Leigh, Thomas W. |
| The importance of effective working relationships between sales and marketing
|
2011 |
Le Meunier-FitzHugh, Kenneth |
| Strategic leadership in sales : understanding the relationship between the role of the salesperson and the role of the sales manager
|
2011 |
Flaherty, Karen |
| Management of a contracted sales force (Manufacturer representatives)
|
2011 |
DeCarlo, Thomas E. |
| The use of organizational climate in sales force research
|
2011 |
Brown, Steven P. |
| Salespeople's influence on consumers' and business buyers' goals and wellbeing
|
2011 |
Sujan, Harish |
| Sales force agility, strategic thinking, and value propositions
|
2011 |
Chonko, Larry B. |
| Marketing : the anchor for sales
|
2011 |
Capon, Noel |
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