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- W2806908338 abstract "AbstractSales contests are used frequently by many firms. However, their true contribution to sales and profit goals has not been objectively determined. Furthermore, numerous side effects, which impact unfavorably on corporate profitability, sales force morale, and customer relations, may be created by sales contests. This article summarizes available descriptive information relating to the characteristics and potential impact of sales contests, argues the need for the evaluation of sales contests, and presents guidelines for this evaluation." @default.
- W2806908338 created "2018-06-13" @default.
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- W2806908338 date "2013-10-24" @default.
- W2806908338 modified "2023-09-23" @default.
- W2806908338 title "Sales Contest: What We Know and What We Need To Know" @default.
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