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1
The Lead Generation Handbook
Published 2000
Subjects: “...Sales,Sales methods,Sales promotion...”
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2
Is your sales force a barrier to more profitable pricing … or is it you?
by Tom, Nagle, John, Hogan
Published 2007
Subjects: “...Sales,Sales force,Sales performance,Pricing policy...”
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3
The effect of selling strategies on sales performance
Subjects: “...Sales strategies,Sales performance,Sales force...”
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4
Death of a pushy salesman
by C., Edwards
Published 2007
Subjects: “...Competences,Sales force,Sales performance,Sales,Training...”
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5
Examining the use of sales force management practices
Subjects: “...Sales management,Sales management practices,Sales managers...”
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7
The sales function in the twenty‐first century: where are we and where do we go from here?
by Susi, Geiger, Paolo, Guenzi
Published 2009
Subjects: “...Sales,Sales management,Research...”
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8
The Primary Systems Affecting Selling Transactions
Subjects: “...Retailing,Sales Methods,Sales...”
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9
Compensation and control sales policies, and sales performance: the field sales manager's points of view
by Inés, Küster, Pedro, Canales
Published 2011
Subjects: “...Sales force,Compensation,Sales performance...”
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10
Marketing and sales: optimization of a neglected relationship
Subjects: “...Marketing,Sales,Sales management,Integration...”
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11
The missing link
by Keith, Francis
Published 1992
Subjects: “...SALES METHODS,SALES TRAINING,TQM...”
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12
Automatic Order Entry—with a Field Sales Order Entry Management System
by James L., Locke
Published 1984
Subjects: “...Sales,Sales Management,Order Entry...”
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13
Elevating the sales profession: what sellers crave and sales managers need for success
by Jim, Holden
Published 2016
Subjects: “...Leadership,Sales,Sales training,Selling...”
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14
An Exploratory Report of Sales Promotion Management
by Robert, Kimball
Published 1989
Subjects: “...Sales management,Sales promotion,USA...”
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15
Battlefield Furniture Group, Inc.
Subjects: “...sales force management,sales management...”
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16
When sales 101 isn’t enough
Published 2009
Subjects: “...Sales management,Sales training,Selling...”
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17
The changing role of sales: viewing sales as a strategic, cross‐functional process
Subjects: “...Sales,Sales force,Sales strategies,Case studies,Change management...”
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18
Role identity and attributions of high‐performing salespeople
Subjects: “...Sales management,Sales performance,Work identity,Sales force...”
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19
Understanding the role of information communication in the buyer‐seller exchange process: antecedents and outcomes
Subjects: “...Sales force,Communication,Sales strategies,Customer satisfaction,Sales automation...”
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20
Understanding sales quotas: an exploratory investigation of consequences of failure
Subjects: “...Sales forecasting,Sales force,Performance measures,Sales management...”
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