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Articles (32)

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1-10 of 32 results for sales force planning

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Select article: A Practical Approach to Sales Force Compensation Plan in a Small Business

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Research article

First published 1996-09

A Practical Approach to Sales Force Compensation Plan in a Small Business

Wei-Tzen Yang, Chang-Min Kuo

The Journal of Entrepreneurship

Select article: Managing Sales Team at Balram Beverages

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Research article

First published 2017-12

Managing Sales Team at Balram Beverages

Jaydeep Mukherjee

Vision: The Journal of Business Perspective

Select article: Managing Retail Budget Allocation between Store Labor and Marketing Activities

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Research article

First published 2017-09

Managing Retail Budget Allocation between Store Labor and Marketing Activities

Olga Perdikaki, Subodha Kumar, Chelliah Sriskandarajah

Production and Operations Management

Select article: Reallocating Fixed and Variable Pay in Sales Organizations

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Research article

First published 2011-11

Reallocating Fixed and Variable Pay in Sales Organizations

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: Restructuring Fixed and Variable Pay in Sales Organizations: A Product Life Cycle Approach

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Other

First published 2011-7

Restructuring Fixed and Variable Pay in Sales Organizations: A Product Life Cycle Approach

Pankaj M. Madhani

Compensation & Benefits Review

Select article: Sales Compensation Programs: Built to Last

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Research article

First published 2002-09

Sales Compensation Programs: Built to Last

Peter Gundy

Compensation & Benefits Review

Select article: Incentives versus Reciprocity: Insights from a Field Experiment

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Research article

First published 2017-8

Incentives versus Reciprocity: Insights from a Field Experiment

Doug J. Chung, Das Narayandas

Journal of Marketing Research

Select article: Homogeneous Contracts for Heterogeneous Agents: Aligning Sales Force Composition and Compensation

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Research article

First published 2016-4

Homogeneous Contracts for Heterogeneous Agents: Aligning Sales Force Composition and Compensation

Øystein Daljord, Sanjog Misra, Harikesh S. Nair

Journal of Marketing Research

Select article: A Three-Stage Model of Integrated Marketing Communications at the Marketing-Sales Interface

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Research article

First published 2006-11

A Three-Stage Model of Integrated Marketing Communications at the Marketing-Sales Interface

Timothy M. Smith, Srinath Gopalakrishna, Rabikar Chatterjee

Journal of Marketing Research

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