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source:"econis"
~person:"Darmon, René Y."
~person:"Zoltners, Andris A."
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Außendienst
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Field sales force
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Performance pay
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Human resource planning
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Darmon, René Y.
Zoltners, Andris A.
Albers, Sönke
11
Krafft, Manfred
10
Ahearne, Michael
6
Wieseke, Jan
5
Fredebeul-Krein, Tobias
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The Oxford handbook of strategic sales and sales management
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Journal of personal selling & sales management : JPSSM
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OR-Spektrum : quantitative approaches in management
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ECONIS (ZBW)
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Practical insights for sales force digitalization success
Zoltners, Andris A.
;
Sinha, Prabhakant
;
Sahay, Dharmendra
; …
- In:
Journal of personal selling & sales management : JPSSM
41
(
2021
)
2
,
pp. 87-102
Persistent link: https://www.econbiz.de/10012584534
Saved in:
2
Sizing the sales force and designing sales territories for results
Zoltners, Andris A.
;
Sinha, Prabhakant
;
Lorimer, Sally E.
- In:
The Oxford handbook of strategic sales and sales management
,
(pp. 277-310)
.
2011
Persistent link: https://www.econbiz.de/10008991491
Saved in:
3
Sizing the Sales Force and Designing Sales Territories for Results
Zoltners, Andris A.
;
Sinha, Prabhakant
;
Lorimer, Sally E.
- In:
The Oxford handbook of strategic sales and sales management
.
2011
Persistent link: https://www.econbiz.de/10012885342
Saved in:
4
The complete guide to sales force incentive compensation : how to design and implement plans that work
Zoltners, Andris A.
;
Sinha, Prabhakant
;
Lorimer, Sally E.
-
2006
Persistent link: https://www.econbiz.de/10003380892
Saved in:
5
Optimal salesforce quota plans under salesperson job equity constraints
Darmon, René Y.
-
2001
Persistent link: https://www.econbiz.de/10001624406
Saved in:
6
Optimal conditions for sales force equitable compensation
Darmon, René Y.
- In:
OR-Spektrum : quantitative approaches in management
22
(
2000
)
1
,
pp. 35-57
Persistent link: https://www.econbiz.de/10001535802
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