All pain, no gain? : why adopting sales force automation tools is insufficient for performance improvement
Year of publication: |
2013
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Authors: | Jelinek, Ronald |
Published in: |
Business horizons. - Amsterdam : Elsevier, ISSN 0007-6813, ZDB-ID 222663-7. - Vol. 56.2013, 5, p. 635-642
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Subject: | Sales performance | Technology | Coopetition | Productivity | Sales force | Automation | Customer relationship management | Beziehungsmarketing | Relationship marketing | Außendienst | Field sales force | Verkaufspersonal | Salespeople | Verkauf | Selling | Vertriebs-Informationssystem | Sales information system | IT-gestütztes Marketing | Computer-assisted marketing | Automatisierung | Koopetition |
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