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Research article

First published 2013-3

Managing Sales Compensation

Pankaj M. Madhani

Compensation & Benefits Review

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Research article

First published 1975-03

Strategies for Sales Force Management

George Rissmann

Journal of the Academy of Marketing Science

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Research article

First published 2002-1

Pharmaceutical Sales Force Management — Strategies for Success

Michael Friedman

Journal of Medical Marketing: Device,Diagnostic and Pharmaceutical Marketing

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Research article

First published 2014-11

Determinants of pharmaceutical sales representative access limits to physicians

George A Chressanthis, Andrew Sfekas, Pratap Khedkar [...]

Journal of Medical Marketing: Device,Diagnostic and Pharmaceutical Marketing

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Research article

First published 2018-11

KHL: Consulting for Managing Sales Force Attrition (A)

Unnikrishnan K Nair, Keyoor Purani

Asian Journal of Management Cases

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Research article

First published 2018-11

KHL: Consulting for Managing Sales Force Attrition (B)

Unnikrishnan K Nair, Keyoor Purani

Asian Journal of Management Cases

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Research article

First published 2015-2

What makes more,better? An exploratory study on the effects of firm-level commercial operations attributes on pharmaceutical business performance

George A Chressanthis, Eric M Eisenstein, Patrick A Barbro

Journal of Medical Marketing: Device,Diagnostic and Pharmaceutical Marketing

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Research article

First published 2011-11

Reallocating Fixed and Variable Pay in Sales Organizations

Pankaj M. Madhani

Compensation & Benefits Review

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Research article

First published 2014-1

Managing Sales Compensation Across the Economic Cycle

Pankaj M. Madhani

Compensation & Benefits Review

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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

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