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Academic Journal

From selling to managing strategic customers - a competency analysis.

Subjects: CUSTOMER service management; BUSINESS planning; SALES management

  • Source: Journal of Personal Selling & Sales Management; Mar2018, Vol. 38 Issue 1, p92-122, 31p

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Academic Journal

Managing the Industrial Sales Force of the 1990s.

Subjects: INDUSTRIAL management; SALES force management; PERSONNEL management

  • Source: Journal of Marketing Management; Apr93, Vol. 9 Issue 2, p123-139, 17p

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