Organisational capabilities for enhancing the sales quotas development process outcomes for pharmaceutical sales forces
The improvement of the sales quotas development process in Spanish pharmaceutical organisations is challenging as the market environment becomes dramatically complex. Setting sales quotas has always been difficult, exemplified by the difficulties in quantifying future sales by sales territory. Exten...
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| Language: | en |
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Cranfield University
2010
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| Online Access: | http://hdl.handle.net/1826/4410 |