search query: @indexterm Sales management / total: 391
references: 30-39 / 391
« previous page | next page »
 titleyearauthor
30.
Understanding sales manager effectiveness: Linking attributes to sales force values
Industrial Marketing Management
2002 : OCT, VOL 31:7, p. 617-626
 2002 Deeter-Schmelz, D. R.
Kennedy, K. N.
Goebel, D. J.
31.
Going the extra mile: Antecedents of salespeople's discretionary effort
Industrial Marketing Management
2002 : OCT, VOL 31:7, p. 589-598
 2002 Dubinsky, A. J.
Skinner, S. J.
32.
The web as an information source for sales recruits: Its effectiveness in aiding anticipatory socialization of salespeople
Industrial Marketing Management
2002 : OCT, VOL. 31:7, p. 573-579
 2002 Castleberry, S. B.
33.
Selling in the new millenium: A joint agenda
Industrial Marketing Management
2002 : OCT, VOL. 31:7, p. 559-567
 2002 Ingram, T. N.
LaForge, R. W.
Leigh, T. W.
34.
Managing Demand and Sales Dynamics in New Product Diffusion Under Supply Constraint
Management Science
2002 : FEB, VOL. 48:2, p. 187-206
 2002 Ho, T.-H.
Savin, S.
Terwiesch, C.
35.
Customer-supplier partnerships: perceptions of a successful key account management program
Industrial Marketing Management
2002 : AUG, VOL. 31:5, p. 467-476
 2002 Abratt, R.
Kelly, P.M.
36.
Marketing channel management and the sales manager
Industrial Marketing Management
2002 : AUG, VOL. 31.5, p. 429-439
 2002 Mehta, R.
Dubinsky, A.J.
Anderson, R.E.
37.
Improving sales training cycle times for new trainees: an exploratory study
Industrial Marketing Management
2002 : JUL, VOL. 31:4, p. 329-338
 2002 Bashaw, R. E.
Ingram, T. N.
Keillor, B. D.
38.
Improving salesforce performance: a meta-analytic investigation of the effectiveness and utility of personnel selection procedures and training interventions
Psychology & Marketing
2001 : MAR, VOL. 18:3, p. 281-316
 2001 Farrell, S.
Hakstian, A. R.
39.
Competitiveness and sales management: a marriage of strategies
Business Horizons
2001 : MAR-APR, VOL. 44:2, p. 25-30
 2001 Olson, E. M.
Cravens, D. W.
Slater, S. F.
« previous page | next page »
SCIMA