Joint Assessment of Optimal Sales Force Sizes and Sales Call Guidelines: A Management-Oriented Tool-Reference-Cited by-同舟云学术

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Joint Assessment of Optimal Sales Force Sizes and Sales Call Guidelines: A Management-Oriented Tool

Published:2009-04-08 Issue:3 Volume:22 Page:206-219
ISSN:0825-0383
Container-title:Canadian Journal of Administrative Sciences / Revue Canadienne des Sciences de l'Administration
language:en
Short-container-title:

Author:

Darmon René Y.

Publisher

Wiley

Subject

Management of Technology and Innovation,Marketing,Public Administration,Business and International Management

Reference29 articles.

1. A multi-stage decision model for sales force management;Beswick;Journal of Marketing Research,1977

2. Buzzell , R.D. Farris , P.W. 1976 Industrial marketing costs. Working paper, Marketing Science Institute, Cambridge, MA

3. A quantitative method for structuring a profitable sales force;Fogg;Journal of Marketing,1973

4. Evaluation of salesforce size and productivity through efficient frontier benchmarking;Horsky;Management Science,1996

Cited by 2 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. Trait mindfulness and cross‐cultural sales performance: The role of perceived cultural distance;Canadian Journal of Administrative Sciences / Revue Canadienne des Sciences de l'Administration;2021-08-11

2. Impact of Sales Call Adaptiveness and Customer Willingness on Sales Call Length: A Cross-Country Study of India, China, Korea, and Philippines;Journal of Global Marketing;2016-05-26

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