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Sales Force Design For Strategic Advantage

Author

Listed:
  • Andris A. Zoltners
  • Prabhakant Sinha
  • Sally E. Lorimer

Abstract

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Suggested Citation

  • Andris A. Zoltners & Prabhakant Sinha & Sally E. Lorimer, 2004. "Sales Force Design For Strategic Advantage," Palgrave Macmillan Books, Palgrave Macmillan, number 978-0-230-51492-8, December.
    • Handle: RePEc:pal:palbok:978-0-230-51492-8
    DOI: 10.1057/9780230514928
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    Cited by:

    1. Piercy, Nigel F. & Low, George S. & Cravens, David W., 2011. "Country differences concerning sales organization and salesperson antecedents of sales unit effectiveness," Journal of World Business, Elsevier, vol. 46(1), pages 104-115, January.
    2. Isaac TWENEBOAH-KODUAH & Charles ADUSEI & Charles TENKORANG, 2016. "Sales Territory Management and Distributor Performance in the Telecommunications Industry in Ghana," Expert Journal of Marketing, Sprint Investify, vol. 4(2), pages 46-59.
    3. Bielecki, Andre & Albers, Sönke & Mantrala, Murali, 2012. "Salesperson Efficiency Benchmarking Using Sales Response Data: Who is Working Hard and Working Smart?," EconStor Preprints 57427, ZBW - Leibniz Information Centre for Economics.
    4. Thomas E. DeCarlo & Son K. Lam, 2016. "Identifying effective hunters and farmers in the salesforce: a dispositional–situational framework," Journal of the Academy of Marketing Science, Springer, vol. 44(4), pages 415-439, July.
    5. Murali Mantrala & Sönke Albers & Fabio Caldieraro & Ove Jensen & Kissan Joseph & Manfred Krafft & Chakravarthi Narasimhan & Srinath Gopalakrishna & Andris Zoltners & Rajiv Lal & Leonard Lodish, 2010. "Sales force modeling: State of the field and research agenda," Marketing Letters, Springer, vol. 21(3), pages 255-272, September.

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