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Benson P. Shapiro

14 works· latest 2004· 1 institutionscluster: provisional

h-index13

i1014

Citations1,002

Works here14

Most cited in this library

Segmenting the industrial market1983 · 173 citations
Manage Customers for Profits (Not Just Sales)1987 · 158 citations
Staple yourself to an order. 1992.2004 · 123 citations
Price Reliance: Existence and Sources1973 · 118 citations
Evaluating market segmentation approaches1984 · 97 citations

Works

14 shown

Staple yourself to an order. 1992.

PubMed·2004·2 authors·other

123citations

Strategic Sales Management: A Boardroom Issue

·1994·3 authors

30citations

Leveraging to beat the odds: the new marketing mind-set

Harvard business review·1993·2 authors

59citations

Manage Customers for Profits (Not Just Sales)

·1987·3 authors

158citations

Evaluating market segmentation approaches

Industrial Marketing Management·1984·2 authors

97citations

Organizing the national account force

Marketing Science Institute eBooks·1984·2 authors·book

59citations

Support systems for national account management programs : promises made, promises kept

·1984·2 authors·book

32citations

Segmenting the industrial market

·1983·2 authors·book

173citations

Industrial market segmentation : a nested approach

Marketing Science Institute eBooks·1983·2 authors·book

21citations

National account management : emerging insights

·1982·2 authors

59citations

National account management

Marketing Science Institute eBooks·1980·1 author·book

43citations

Sales Program Management: Formulation and Implementation

Journal of Marketing·1977·2 authors

20citations

Industrial product policy : managing the existing product line

Marketing Science Institute eBooks·1977·1 author·book

10citations

Price Reliance: Existence and Sources

Journal of Marketing Research·1973·1 author

118citations