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Articles (100)

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1-10 of 100 results for Sales Force Effectiveness

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Select article: Sales Contest Effectiveness: An Examination of Sales Contest Design Preferences of Field Sales Forces

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Other

First published 2004-04

Sales Contest Effectiveness: An Examination of Sales Contest Design Preferences of Field Sales Forces

William H. Murphy, Peter A. Dacin, Neil M. Ford

Journal of the Academy of Marketing Science

Select article: The Effect of Product Sales Quotas on Sales Force Productivity

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Research article

First published 1973-5

The Effect of Product Sales Quotas on Sales Force Productivity

Leon Winer

Journal of Marketing Research

Select article: Delegating Pricing Authority to the Sales Force: The Effects on Sales and Profit Performance

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Research article

First published 1979-3

Delegating Pricing Authority to the Sales Force: The Effects on Sales and Profit Performance

P. Ronald Stephenson, William L. Cron, Gary L. Frazier

Journal of Marketing

Select article: Sex Differences in the Effect of Supervisory Consideration on Sales Force Turnover

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Research article

First published 1993-4

Sex Differences in the Effect of Supervisory Consideration on Sales Force Turnover

James A. Roberts, Lawrence B. Chonko

Psychological Reports

Select article: Book Review: Basis for Effective Utilization …: Work Study Applied to a Sales Force

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Book review

First published 1966-7

Book Review: Basis for Effective Utilization …: Work Study Applied to a Sales Force

Robert C. Eisenach

Journal of Marketing

Select article: Distributor Sales Force Performance Management

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Other

First published 2010-10

Distributor Sales Force Performance Management

Jaydeep Mukherjee, Anirban Basu

Vision: The Journal of Business Perspective

Select article: Managing Sales Compensation

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Research article

First published 2013-3

Managing Sales Compensation

Pankaj M. Madhani

Compensation & Benefits Review

Select article: Managing Sales Compensation Across the Economic Cycle

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Research article

First published 2014-1

Managing Sales Compensation Across the Economic Cycle

Pankaj M. Madhani

Compensation & Benefits Review

Select article: Measuring and Managing a Salesperson's Future Value to the Firm

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Research article

First published 2014-10

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

V. Kumar, Sarang Sunder, Robert P. Leone

Journal of Marketing Research

Select article: Measuring and Managing a Salesperson's Future Value to the Firm

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Research article

First published 2013-10

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

V. Kumar, Sarang Sunder, Robert P. Leone

Journal of Marketing Research

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