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A portfolio approach to account profitability

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References

1970A concept of corporate planning691 cited
1981Sales force management: Planning, implementation, and control119 cited
1979Management of the sales force100 cited

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2008Linking account portfolio management to customer information: Using customer satisfaction metrics for portfolio analysis

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28 cited

2009A Measure for Companies' Customer Portfolio Management27 cited

1996Customer portfolio analysis among competing retail stores26 cited

2015Outward-looking and future-oriented customer value potential management: The sales force value appropriation role26 cited