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The Evolution of the Strategic Sales Organization  

Nigel F. Piercy and Nikala Lane

Print publication date:
Jan 2011
Online publication date:
May 2011

Organizational Commitment to Sales  

Wesley J. Johnston and Linda D. Peters

Print publication date:
Jan 2011
Online publication date:
May 2011

Sizing the Sales Force and Designing Sales Territories for Results  

Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer

Print publication date:
Jan 2011
Online publication date:
May 2011

Achieving Sales Organization Effectiveness  

David W. Cravens

Print publication date:
Jan 2011
Online publication date:
May 2011

The Strategic Role of the Selling Function: A Resource‐Based Framework  

Thomas W. Leigh, William L. Cron, Artur Baldauf, and Samuel Grossenbacher

Print publication date:
Jan 2011
Online publication date:
May 2011

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