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Rosann L. Spiro

Indiana University

21

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Linking Market Share Strategies to Salesforce Objectives, Activities, and Compensation Policies

2013 Journal of Personal Selling and Sales Management
- William M. Strahle
- Rosann L. Spiro
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Salesperson Selection, Training, and Development: Trends, Implications, and Research Opportunities

2013 Journal of Personal Selling and Sales Management
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Marketing and Sales: Strategic Alignment and Functional Implementation

2013 Journal of Personal Selling and Sales Management
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Management of A Sales Force -12/E.

2013
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Training Implications of Salesperson Influence Strategy

2013 Journal of Personal Selling and Sales Management
- Clyde E. Harris
- Rosann L. Spiro
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The embedded sales force: Connecting buying and selling organizations

2010 Marketing Letters
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The Embedded Salesforce: Connecting Buying and Selling Organizations

2010
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Attracting graduates to sales positions and the role of recruiter knowledge: A reexamination

2004 Journal of Personal Selling and Sales Management
- Michael A. Wiles
- Rosann L. Spiro
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Management of a Sales Force, Eleventh Edition (Управление торговым персоналом)

2002
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Successful and Unsuccessful Sales Calls: Measuring Salesperson Attributions and Behavioral Intentions

2001 Journal of Marketing
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Citations (102)