Salespeople

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03.10.2021

Featured, Leadership, Management, Sales

A Sales Management Checklist

As we begin planning for our 2021 Sales Management and Leadership program, I thought it...

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08.19.2019

Agribusiness, Careers, Featured, Marketing, Production Agriculture, Strategy

Segmenting an Evolving Industry

For many years, weather, disruption and unforeseen circumstances have been the root of issues affecting...

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06.20.2019

Agribusiness, Leadership, Marketing, Sales, Strategy

Can You Hear Me Now?

Recently, we had a group of about 20 sales managers on Purdue’s West Lafayette, IN...

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10.12.2018

Quarterly Review

Allocation of Salespeople’s Resources for Generating New Sales Opportunities Across Four Types of Customers

The goal of this study is to provide a structural mapping of resources available to...

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10.31.2017

Quarterly Review

Withholding information

This paper presents a very interesting discussion around the issues regarding salespeople information sharing. Every...

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