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Sales force productivity models

Mantrala, Murali K. - In: The history of marketing science, (pp. 427-462). 2014

Persistent link: https://www.econbiz.de/10010415799

Allocating marketing resources

Mantrala, Murali K. - In: Handbook of marketing, (pp. 409-435). 2006

Persistent link: https://www.econbiz.de/10003335153

Demand uncertainty and supplier's returns policies for a multi-store style-good retailer

Mantrala, Murali K.; Raman, Kalyan - In: European Journal of Operational Research 115 (1999) 2, pp. 270-284

Persistent link: https://www.econbiz.de/10005347839

Retailing in the 21st century : current and future trends

Krafft, Manfred (ed.); Mantrala, Murali K. (contributor) - 2010 - 2. ed.

Persistent link: https://www.econbiz.de/10003933510

Retailing in the global world : case study of Metro Cash & Carry

Mierdorf, Zygmunt; Mantrala, Murali K.; Krafft, Manfred - In: Retailing in the 21st century : current and future trends, (pp. 31-42). 2010

Persistent link: https://www.econbiz.de/10003936870

Entrepreneurship in retailing : Leopold Stiefel's "big idea" and the growth of Media Markt and Saturn

Mantrala, Murali K.; Krafft, Manfred - In: Retailing in the 21st century : current and future trends, (pp. 43-60). 2010

Persistent link: https://www.econbiz.de/10003936876

Applications of intelligent technologies in retail marketing

Ravi, Vadlamani; Raman, Kalyan; Mantrala, Murali K. - In: Retailing in the 21st century : current and future trends, (pp. 173-187). 2010

Persistent link: https://www.econbiz.de/10003938730

Optimal resource allocation with time-varying marketing effectiveness, margins and costs

Raman, Kalyan; Mantrala, Murali K.; Sridhar, Shrihari; … - In: Journal of interactive marketing : a quarterly … 26 (2012) 1, pp. 43-52

Persistent link: https://www.econbiz.de/10009490133

The impact of the Internet on B2B sales force size and structure

Mantrala, Murali K.; Albers, Sönke - In: Handbook of business-to-business marketing, (pp. 539-559). 2012

Persistent link: https://www.econbiz.de/10009500120

Salesperson efficiency benchmarking using sales response data : who is working hard and working smart?

Bielecki, André; Albers, Sönke; Mantrala, Murali K. - 2012

A key to enhancing sales force productivity is finding ways to help existing reps sell more. In this paper, we focus on the process of internal efficiency benchmarking of a firm's sales representatives aimed at identifying strong and weak performers and providing meaningful and actionable...

Persistent link: https://www.econbiz.de/10009533312