search query: @author Ulaga, W. / total: 4
reference: 3 / 4
| Author: | Ulaga, W. Sharma, A. |
| Title: | Complex and strategic decision making in organizations: implications for personal selling and sales management |
| Journal: | Industrial Marketing Management
2001 : JUL. VOL. 30:5, p. 427-440 |
| Index terms: | DECISION MAKING SALES MANAGEMENT |
| Freeterms: | PERSONAL SELLING |
| Language: | eng |
| Abstract: | This article seeks to understand complex or strategic decision making and suggest personal selling and sales management strategies to enable organizations to effectively sell in complex decision-making environments. |
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