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Competitiveness and sales management: A marriage of strategies · Study

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ArticleCompetitiveness and sales management: A marriage of strategies

Eric M. Olson2001

Article2001

Competitiveness and sales management: A marriage of strategies

Eric M. Olson · David W. Cravens · Stanley F. Slater

41 citations·0/0 files stored·Business Horizons

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Marketing and Advertising Strategies Management and Organizational Practices Corporate Governance and Management

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References

1978Organizational Strategy, Structure, and Process 1987Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems 1987Marketing's Role in the Implementation of Business Strategies: A Critical Review and Conceptual Framework 1994An Empirical Test of the Consequences of Behavior- and Outcome-Based Sales Control Systems 1993Behavior-Based and Outcome-Based Salesforce Control Systems 2021Sales Force Management 2000Strategy type and performance: the influence of sales force management

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2010Evolution of strategic sales organizations in business‐to‐business marketing 2004Strategic Customer Management:2003Transformation of the Traditional Salesforce: Imperatives for Intelligence, Interface and Integration 2013Enhancing organizational sensemaking: An examination of the interactive effects of sales capabilities and marketing dashboards 2006Integrating Marketing Intelligence Sources -Reconsidering the Role of the Salesforce 2005Strategic imperatives for transformation in the conventional sales organization

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Year2001

Typearticle

Published2001-03-01

VenueBusiness Horizons

ISSN-L0007-6813

Languageen

Citations41

Files0 public / 0

ShelfMarketing and Advertising Strategies

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doi10.1016/s0007-6813(01)80019-7

openalex_workW2002199935

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2013Testing an Enhanced, Process-Based View of the Sales Process

2021Self-oriented competitiveness in salespeople: sales management implications