search query: @indexterm Sales management / total: 391
references: 20-29 / 391
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20.
Exploring export sales management practices in small- and medium-sized firms
Industrial Marketing Management
2003 : AUG, VOL. 32:6, p. 467-480
 2003 Katsikea, E.
Morgan, R.E.
21.
How New Product Introductions Affect Sales Management Strategy: The Impact of Type of "Newness" of the New Product
Journal of Product Innovation Management
2003 : JUL, VOL. 20:4, p. 270-283
 2003 Micheal, K.
Rochford, L.
Wotruba, T. R.
22.
The International Takeoff of New Products: The Role of Economics, Culture, and Country Innovativeness
Marketing Science
2003 : SPRING, VOL. 22:2, p. 188-208
 2003 Tellis, G. J.
Stremersch, S.
Yin, E.
23.
In the Eye of the Beholder: An Analysis of the Relative Value of a Top Sales Rep across Firms and Products
Marketing Science
2003 : SPRING, VOL. 22:2, p. 161-187
 2003 Codes, D.
24.
Problems evaluating sales representative performance? Try activity-based costing
Industrial Marketing Management
2003 : MAY, VOL 32:4, p. 301-307
 2003 Dickinson, V.
Lere, J.C.
25.
Development of a Relationship Selling Mindset: Organizational Influencers
Journal of Business-to-Business Marketing
2003 : VOL. 10:1, p. 1-28
 2003 Dubinsky, A. J.
26.
Managementparameter und Aussendienstmerkmale als Determinanten der Effektivität von Verkaufsorganisationen
Zeitschrift für Betriebswirtschaft
2003 : APR, VOL. 73:4, p. 371-405
 2003 Baldauf, A.
Cravens, D.W.
27.
Can distribution channels explain differences in marketing and sales performance measurement systems?
European Management Journal
2002 : DEC, VOL. 20:6, p. 597-609
 2002 Löning, H.
Besson, M.
28.
Consequences of sales management control in field sales organizations: a cross-national perspective
International Business Review
2002 : OCT, VOL. 11:5, p. 577-609
 2002 Baldauf, A.
Cravens, D. W.
Grant, K.
29.
The effect of moderators on the salesperson behavior performance and salesperson outcome performance and sales organization effectiveness relationships
European Journal of Marketing
2002 : VOL. 36:11-12, p. 1367-1388
 2002 Baldauf, A.
Cravens, D.W.
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