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전략유형과 성과에 관한 연구-판매력 관리 실행 중심으로- KCI 등재
A study on the Implementation of Sales Force Management and the Performance according to Strategy types of Business Unit
이선규, 서명지, 이웅희
- 언어KOR
- URLhttps://db.koreascholar.com/Article/Detail/22237
4,000원
한국산업경영시스템학회지
(Journal of Society of Korea Industrial and Systems Engineering)
Vol. 27 No. 4 (2004.12)
pp.33-41
pp.33-41
한국산업경영시스템학회
(Society of Korea Industrial and Systems Engineering)
초록
This study examines the relationship between multiple sales force management practices and performance within each of Miles & Snow (1978)'s strategy types and Walker & Ruekert (1987)'s strategy types. The findings are as follows First, Prospectors seem to
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