MULTISTAGE DECISION-MODEL FOR SALESFORCE MANAGEMENT

[1] BESWICK CA, 1977, MANAGEMENT SCI, V23

[2] BESWICK CA, 1973, THESIS U TENNESSEE

[3] A STUDY OF SALES OPERATIONS [J]. OPERATIONS RESEARCH, 1956, 4 (03) : 296 - 308

[4] BUZZELL R, MATHEMATICAL MODELS, P136

[5] CLOONAN JB, 1966, SEP P IFORS C

[6] COTHAM J, 1970, MSU BUSINESS TOP WIN, P64

[7] COTHAM J, 1972, EUROPEAN J MARKE AUT

[8] JOB ATTITUDES AND SALES PERFORMANCE OF MAJOR APPLIANCE SALESMEN [J]. JOURNAL OF MARKETING RESEARCH, 1968, 5 (04) : 370 - 375

[9] ANALYTICAL APPROACH FOR EVALUATING SALES TERRITORY PERFORMANCE [J]. JOURNAL OF MARKETING, 1972, 36 (01) : 31 - 37

[10] CRAVENS DW, 1973, J APPL PSYCHOL, V57, P240

[1] BESWICK CA, 1977, MANAGEMENT SCI, V23

[2] BESWICK CA, 1973, THESIS U TENNESSEE

[3] A STUDY OF SALES OPERATIONS [J]. OPERATIONS RESEARCH, 1956, 4 (03) : 296 - 308

[4] BUZZELL R, MATHEMATICAL MODELS, P136

[5] CLOONAN JB, 1966, SEP P IFORS C

[6] COTHAM J, 1970, MSU BUSINESS TOP WIN, P64

[7] COTHAM J, 1972, EUROPEAN J MARKE AUT

[8] JOB ATTITUDES AND SALES PERFORMANCE OF MAJOR APPLIANCE SALESMEN [J]. JOURNAL OF MARKETING RESEARCH, 1968, 5 (04) : 370 - 375

[9] ANALYTICAL APPROACH FOR EVALUATING SALES TERRITORY PERFORMANCE [J]. JOURNAL OF MARKETING, 1972, 36 (01) : 31 - 37

[10] CRAVENS DW, 1973, J APPL PSYCHOL, V57, P240