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Sales Force Effectiveness: A Framework for Researchers and Practitioners

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2005Salesperson Selection, Training, and Development: Trends, Implications, and Research Opportunities131 cited

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2011Salesforce Contracting Under Demand Censorship

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62 cited

2014The strategic role of the sales force: perceptions of senior sales executives58 cited

2017Beyond the retention—acquisition trade-off: Capabilities of ambidextrous sales organizations58 cited

2013Distinguishing Between the Roles of Customer-Oriented Selling and Adaptive Selling in Managing Dysfunctional Conflict in Buyer–Seller Relationships52 cited