A survey of sales management practices

Marketing Productivity Analysis

2014 • 121 citations

Management of the sales force

1979 • 106 citations

Have Manufacturing Firms Adopted the Marketing Concept?

1965 • 105 citations

Sales forecasting methods and accuracy

1975 • 96 citations

Management of the sales force

1978 • 90 citations

Have Manufacturing Firms Adopted the Marketing Concept?

1965 • 54 citations

Effectiveness of sales forecasting methods

1978 • 53 citations

Nonfinancial Incentives for Salesmen

1972 • 52 citations

Compensating Field Sales Representatives

1982 • 33 citations

Sales Force Participation in Quota Setting and Sales Forecasting

1976 • 32 citations

Salesforce Management

1980 • 26 citations

More effective sales force reporting

1979 • 19 citations

Sales Force Feedback on Competitors' Activities

1974 • 18 citations

Sales Training: Salespeople's Preparedness and Managerial Implications

2013 • 15 citations

Training the sales force : a progress report

1978 • 14 citations

Sales training: An analysis of field sales techniques

1980 • 10 citations

Accounting tools in the analysis and control of marketing performance

1977 • 10 citations

Marketing cost controls: A survey of industry practices

1980 • 8 citations

Compensating and motivating salesmen

1969 • 8 citations

Measuring salesmen's performance

1956 • 6 citations

Incentive plans for salesmen

1970 • 6 citations

Incentives for Salesmen

1970 • 2 citations

Goal setting and planning at the district sales level

1963 • 1 citations

Compensating field sales representatives

1966 • 1 citations