Factors influencing sales call frequency of industrial salespersons-Reference-Cited by-同舟云学术

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Factors influencing sales call frequency of industrial salespersons

Published:1978-01 Issue:1 Volume:6 Page:1-15
ISSN:0148-2963
Container-title:Journal of Business Research
language:en
Short-container-title:Journal of Business Research

Author:

Spiro Rosann L.,Perreault William D.

Publisher

Elsevier BV

Subject

Marketing

Reference23 articles.

1. SCHEDULE: An Interactive Computer Program for Determination of the Optimal Allocation of Personal Selling Efforts;Armstrong,1972

2. The SCHEDULE Model and the Salesman's Effort Allocation;Armstrong;Calif. Management Rev.,1976

3. A User's Guide to SAS76;Barr,1976

4. A Study of Sales Operations;Brown;Operations Res.,1956

Cited by 9 articles. 订阅此论文施引文献订阅此论文施引文献，注册后可以免费订阅5篇论文的施引文献，订阅后可以查看论文全部施引文献

1. We are not on the same page: The effects of salesperson trust overestimation on customer satisfaction and relationship performance;Industrial Marketing Management;2023-02

2. The Mismatch between Call Frequency and Account Potential: Where the Money is;Journal of Business-to-Business Marketing;2021-01-02

3. Sales Force Satisfaction and Planning Activity;Proceedings of the 1986 Academy of Marketing Science (AMS) Annual Conference;2014-10-15

4. Customer business development: identifying and responding to buyer-implied information preferences;Industrial Marketing Management;2014-10

5. Delusive perception—antecedents and consequences of salespeople’s misperception of customer commitment;Journal of the Academy of Marketing Science;2013-07-12

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