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Integer programming models for sales resource allocation
Zoltners, Andris A.; Sinha, Prabhakant - In: Management science : journal of the Institute for … 26 (1980) 3, pp. 242-260
Persistent link: https://www.econbiz.de/10003032304
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Integer programming model and algorithmic evolution : a case from sales resource allocation
Sinha, Prabhakant; Zoltners, Andris A. - In: Marketing planning models, (pp. 99-116). 1982
Persistent link: https://www.econbiz.de/10002804379
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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
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Structuring the Sales Force for Customer and Company Success
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/10012885344
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Aligning sales and marketing to enhance customer value and drive company results
Zoltners, Andris A.; Sinha, Prabhakant; Lorimer, Sally E. - In: Kellogg on marketing, (pp. 373-392). 2010
Persistent link: https://www.econbiz.de/10008664271
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Building a winning sales force
Zoltners, Andris A.; Sinha, Prabhakant; Lorimer, Sally E. - In: Kellogg on marketing, (pp. 258-284). 2010
Persistent link: https://www.econbiz.de/10008664278
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Building a winning sales force in B2B markets : a managerial perspective
Zoltners, Andris A.; Sinha, Prabhakant; Lorimer, Sally E. - In: Handbook of business-to-business marketing, (pp. 521-538). 2012
Persistent link: https://www.econbiz.de/10009500123
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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
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Structuring the sales force for customer and company success
Zoltners, Andris A.; Sinha, Prabhakant; Lorimer, Sally E. - In: The Oxford handbook of strategic sales and sales management, (pp. 131-173). 2011
Persistent link: https://www.econbiz.de/10008991516
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Breaking the sales force incentive addiction : a balanced approach to sales force effectiveness
Zoltners, Andris A.; Sinha, Prabhakant; Lorimer, Sally E. - In: The journal of personal selling & sales management : JPSSM 32 (2012) 2, pp. 171-186
Persistent link: https://www.econbiz.de/10009552546