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Zoltners, Andris A.
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1

Building a winning sales force in B2B markets: a managerial..:

, In: Handbook of Business-to-Business Marketing,
A. Zoltners, Andris ; Sinha, Prabhakant ; E. Lorimer, Sally - p. 473-492 , 2022
Link: https://doi.org/10.4337/..
 
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2

Practical insights for sales force digitalization success:

Zoltners, Andris A. ; Sinha, Prabhakant ; Sahay, Dharmendra..
Journal of Personal Selling & Sales Management.  41 (2021)  2 - p. 87-102 , 2021
Link: https://doi.org/10.1080/..
 
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3

Building a Winning Sales Force in B2B Markets: A Managerial..:

, In: Handbook of Business-to-Business Marketing,
Zoltners, Andris A. ; Sinha, Prabhakant ; Lorimer, Sally E. , 2012
Link: https://doi.org/10.4337/..
 
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4

BREAKING THE SALES FORCE INCENTIVE ADDICTION: A BALANCED AP..:

Zoltners, Andris A. ; Sinha, Prabhakant ; Lorimer, Sally E.
The Journal of Personal Selling and Sales Management.  32 (2012)  2 - p. 171-186 , 2012
Link: http://dx.doi.org/10.275..
 
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5

Breaking the Sales Force Incentive Addiction: A Balanced Ap..:

Zoltners, Andris A. ; Sinha, Prabhakant ; Lorimer, Sally E.
Journal of Personal Selling & Sales Management.  32 (2012)  2 - p. 171-186 , 2012
Link: https://doi.org/10.2753/..
 
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6

Structuring the Sales Force for Customer and Company Succes:

, In: The Oxford handbook of strategic sales and sales management / edited by David W. Cravens
Zoltners, Andris A. ; Sinha, Prabhakant ; Lorimer, Sally E.. (2011) 
Link: https://doi.org/10.1093/..
 
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7

Sizing the Sales Force and Designing Sales Territories for ..:

, In: The Oxford handbook of strategic sales and sales management / edited by David W. Cravens
Zoltners, Andris A. ; Sinha, Prabhakant ; Lorimer, Sally E.. (2011) 
Link: https://doi.org/10.1093/..
 
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8

Sales force modeling: State of the field and research agend:

Mantrala, Murali K. ; Albers, Sönke ; Caldieraro, Fabio...
Marketing Letters.  21 (2010)  3 - p. 255-272 , 2010
Link: https://doi.org/10.1007/..
 
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9

Sales force modeling: State of the field and research agend:

Mantrala, Murali K. ; Albers, Sönke ; Caldieraro, Fabio...
Marketing Letters.  21 (2010)  3 - p. 255-272 , 2010
Link: https://www.jstor.org/st..
 
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10

Sales Force Effectiveness: A Framework for Researchers and ..:

Zoltners, Andris A. ; Sinha, Prabhakant ; Lorimer, Sally E.
Journal of Personal Selling & Sales Management.  28 (2008)  2 - p. 115-131 , 2008
Link: https://doi.org/10.2753/..
 
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11

Sales Force Effectiveness: A Framework for Researchers and ..:

Zoltners, Andris A. ; Sinha, Prabhakant ; Lorimer, Sally E.
The Journal of Personal Selling and Sales Management.  28 (2008)  2 - p. 115-131 , 2008
Link: https://www.jstor.org/st..
 
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12

The complete guide to sales force incentive compensation: h..:

Zoltners, Andris A ; Sinha, Prabhakant ; Lorimer, Sally E , 2006
Link: https://search.ebscohost..
 
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13

Sales Territory Design: Thirty Years of Modeling and Implem..:

Zoltners, Andris A. ; Sinha, Prabhakant
Marketing Science.  24 (2005)  3 - p. 313-331 , 2005
Link: https://www.jstor.org/st..
 
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14

The Changing Environment of Selling and Sales Management:

Jones, Eli ; Brown, Steven P. ; Zoltners, Andris A..
The Journal of Personal Selling and Sales Management.  25 (2005)  2 - p. 105-111 , 2005
Link: https://www.jstor.org/st..
 
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15

Marketing Masterclass — Global sales effectiveness initiati..:

Sinha, Prabhakant ; Zoltners, Andris A
Journal of Medical Marketing.  5 (2005)  1 - p. 19-26 , 2005
Link: https://doi.org/10.1057/..
 
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