Building a Winning Sales Force

Zoltners, A. A., Sinha, P., & Lorimer, S. E. (2009). Building a Winning Sales Force.

Type

Book

Intellectual base

Review or monograph

Year

2009

Link

https://archive.org/details/isbn_9780814410400

Cited from

military_strategic_studies

Cited by

1 citation across 1 artifact.

Each citation links to the sentence it supports in the citing article.

Primes

• Economy Of Force
  • In sales, it is minimum-viable coverage of low-tier accounts to defend share while concentrating on high-value accounts.

    This sourceDiscusses concentrating sales coverage on high-value accounts while maintaining minimum-viable coverage of low-tier accounts to defend share.

Verification

This reference passed the adversarial substantiation pipeline: it was checked to exist and to support the claim it is attached to. See how references were verified.

Registry ID ref:04e40bc17e8f · see in the full table