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Sales Force Management Courses

Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis:
Robert W. Palmatier, Rajiv P. Dant, Dhruv Grewal, and Kenneth R. Evans (2006)

Rethinking Customer Solutions: From Product Bundles to Relational Processes:
Kapil R. Tuli, Ajay K. Kohli, and Sundar G. Bharadwaj (2007)

Sales-to-Marketing Job Transitions
Jeff S. Johnson and Joseph M. Matthes (2018)

Sales Force Downsizing and Firm-Idiosyncratic Risk: The Contingent Role of Investors’ Screening and Firm’s Signaling Processes
Nikolaos G. Panagopoulos, Ryan Mullins, and Panagiotis Avramidis (2019)

The Commercial Consequences of Collective Layoffs: Close the Plant, Lose the Brand?
Vardit Landsman and Stefan Stremersch (2020)

Understanding the Impact of Relationship Disruptions
Christian Schmitz, Maximilian Friess, Sascha Alavi and Johannes Habel (2020)

Why Salespeople Avoid Big-Whale Sales Opportunities
Juan Xu, Michel van der Borgh, Edwin J. Nijssen, and Son K. Lam (2021)

The Economic and Social Impacts of Migration on Brand Expenditure: Evidence from Rural India
Vishal Narayan, Shreya Kankanhalli (2021)

Platform Exploitation: When Service Agents Defect with Customers from Online Service Platforms
Qiang Zhou, B.J. Allen, Richard T. Gretz, Mark B. Houston (2021)

Onboarding Salespeople: Socialization Approaches
Phillip Wiseman, Michael Ahearne, Zachary Hall, Seshadri Tirunillai (2022)

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