search query: @indexterm Sales management / total: 391
references: 17-26 / 391
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17.
Organisational and managerial drivers of effective export sales organisations : an empirical invertigation
European Journal of Marketing
2003 : VOL 37:11-12, p- 1723-1745
 2003 Katsikea, E. S.
Skarmeas, D. A.
18.
An empirical test of antecedents and consequences of salesperson job satisfaction among Polish retail salespeople
Journal of Business Research
2003 : DEC, VOL. 56:12, p. 971-978
 2003 Brashear, T.G.
Lepkowska-White, E.
Chelariu, C.
19.
The New Gender Agenda in Sales Management
Business Horizons
2003 : JUL-AUG, VOL. 46:4, p. 39-46
 2003 Piercy, N. F.
Cravens, D. W.
Lane, N.
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.
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