Analysis of Sales Call Effectiveness
Journal of Marketing ResearchPublished 1 February 1981
Leonard J. Parsons, Piet Vanden Abeele
Citations89
SJR quartileQ1
SJR score6.96
SNIP2.42
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Abstract
The sales response of an established ethical drug to sales calls by one Belgian pharmaceutical manufacturer is measured. A key feature is the systematic variation in the sales call elasticity over time as a function of the collateral material used.
Keywords
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