Matches in SemOpenAlex for { <https://semopenalex.org/work/W2080883926> ?p ?o ?g. }
Showing items 1 to 87 of
87
with 100 items per page.
- W2080883926 endingPage "74" @default.
- W2080883926 startingPage "62" @default.
- W2080883926 abstract "Today's sales organization operates in a much different environment than that of the past. Sales and marketing must work together for the organization to operate at peak efficiency. It is only with such integration that sales can focus on the customers and channels most likely to provide the revenue necessary to reach their goals. The 21st century sales coverage model is built upon a multistepped process which integrates the tools and techniques of direct marketing with measurements, quantifiable business benefits, and capabilities that help salespeople remain fixed to an optimal set of goals. The process includes (a) benchmarking the existing sales and marketing process, (b) establishing gaps between the benchmarks and company goals, (c) developing required capabilities to close the gaps, (d) engineering the new sales coverage model, and (e) executing, measuring, and adjusting the model. While seeming to be deceptively simple, this framework realigns the sales organization to make best use of the company's full resources and capabilities." @default.
- W2080883926 created "2016-06-24" @default.
- W2080883926 creator A5054253115 @default.
- W2080883926 date "2004-02-01" @default.
- W2080883926 modified "2023-09-29" @default.
- W2080883926 title "The integration of direct marketing and field sales to form a new B2B sales coverage model" @default.
- W2080883926 cites W2153906047 @default.
- W2080883926 doi "https://doi.org/10.1002/dir.20005" @default.
- W2080883926 hasPublicationYear "2004" @default.
- W2080883926 type Work @default.
- W2080883926 sameAs 2080883926 @default.
- W2080883926 citedByCount "23" @default.
- W2080883926 countsByYear W20808839262012 @default.
- W2080883926 countsByYear W20808839262013 @default.
- W2080883926 countsByYear W20808839262014 @default.
- W2080883926 countsByYear W20808839262016 @default.
- W2080883926 countsByYear W20808839262017 @default.
- W2080883926 countsByYear W20808839262018 @default.
- W2080883926 countsByYear W20808839262020 @default.
- W2080883926 countsByYear W20808839262021 @default.
- W2080883926 countsByYear W20808839262022 @default.
- W2080883926 countsByYear W20808839262023 @default.
- W2080883926 crossrefType "journal-article" @default.
- W2080883926 hasAuthorship W2080883926A5054253115 @default.
- W2080883926 hasConcept C111919701 @default.
- W2080883926 hasConcept C121955636 @default.
- W2080883926 hasConcept C12713177 @default.
- W2080883926 hasConcept C127413603 @default.
- W2080883926 hasConcept C139749660 @default.
- W2080883926 hasConcept C144133560 @default.
- W2080883926 hasConcept C146937435 @default.
- W2080883926 hasConcept C154945302 @default.
- W2080883926 hasConcept C162853370 @default.
- W2080883926 hasConcept C167017271 @default.
- W2080883926 hasConcept C177264268 @default.
- W2080883926 hasConcept C18762648 @default.
- W2080883926 hasConcept C195487862 @default.
- W2080883926 hasConcept C199360897 @default.
- W2080883926 hasConcept C2991860356 @default.
- W2080883926 hasConcept C39453970 @default.
- W2080883926 hasConcept C41008148 @default.
- W2080883926 hasConcept C78519656 @default.
- W2080883926 hasConcept C86251818 @default.
- W2080883926 hasConcept C93032411 @default.
- W2080883926 hasConcept C98045186 @default.
- W2080883926 hasConceptScore W2080883926C111919701 @default.
- W2080883926 hasConceptScore W2080883926C121955636 @default.
- W2080883926 hasConceptScore W2080883926C12713177 @default.
- W2080883926 hasConceptScore W2080883926C127413603 @default.
- W2080883926 hasConceptScore W2080883926C139749660 @default.
- W2080883926 hasConceptScore W2080883926C144133560 @default.
- W2080883926 hasConceptScore W2080883926C146937435 @default.
- W2080883926 hasConceptScore W2080883926C154945302 @default.
- W2080883926 hasConceptScore W2080883926C162853370 @default.
- W2080883926 hasConceptScore W2080883926C167017271 @default.
- W2080883926 hasConceptScore W2080883926C177264268 @default.
- W2080883926 hasConceptScore W2080883926C18762648 @default.
- W2080883926 hasConceptScore W2080883926C195487862 @default.
- W2080883926 hasConceptScore W2080883926C199360897 @default.
- W2080883926 hasConceptScore W2080883926C2991860356 @default.
- W2080883926 hasConceptScore W2080883926C39453970 @default.
- W2080883926 hasConceptScore W2080883926C41008148 @default.
- W2080883926 hasConceptScore W2080883926C78519656 @default.
- W2080883926 hasConceptScore W2080883926C86251818 @default.
- W2080883926 hasConceptScore W2080883926C93032411 @default.
- W2080883926 hasConceptScore W2080883926C98045186 @default.
- W2080883926 hasIssue "2" @default.
- W2080883926 hasLocation W20808839261 @default.
- W2080883926 hasOpenAccess W2080883926 @default.
- W2080883926 hasPrimaryLocation W20808839261 @default.
- W2080883926 hasRelatedWork W1170925277 @default.
- W2080883926 hasRelatedWork W1734020658 @default.
- W2080883926 hasRelatedWork W1935026899 @default.
- W2080883926 hasRelatedWork W2076521399 @default.
- W2080883926 hasRelatedWork W2080883926 @default.
- W2080883926 hasRelatedWork W2157582179 @default.
- W2080883926 hasRelatedWork W2161049316 @default.
- W2080883926 hasRelatedWork W4285545486 @default.
- W2080883926 hasRelatedWork W4360991160 @default.
- W2080883926 hasRelatedWork W622410835 @default.
- W2080883926 hasVolume "18" @default.
- W2080883926 isParatext "false" @default.
- W2080883926 isRetracted "false" @default.
- W2080883926 magId "2080883926" @default.
- W2080883926 workType "article" @default.