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- W2012602823 abstract "Looks at the developments and trends taking place in how companies organize their industrial salesforces. Investigates the reasons why companies have restructured their salesforces and what marketing objectives have been sought when making organizational changes. Examines marketing information generated from salespeople working within different organizational patterns. Suggests that salesforces are being restructured with the specific objective of increasing the flow of intelligence from the market‐place." @default.
- W2012602823 created "2016-06-24" @default.
- W2012602823 creator A5001807481 @default.
- W2012602823 date "1981-07-01" @default.
- W2012602823 modified "2023-10-17" @default.
- W2012602823 title "Industrial Sales Forces — Organization Strategy" @default.
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- W2012602823 doi "https://doi.org/10.1108/eum0000000004888" @default.
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