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Your Guide To Entertainment Marketing and Performance (Collection) by David Reibstein, Phillip E. Pfeifer, Neil Bendle, Paul W. Farris, Patricia Esgate, Al Lieberman

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6. Sales Force and Channel Management

Introduction

This chapter deals with push marketing. It describes how marketers measure the adequacy and effectiveness of the systems that provide customers with reasons and opportunities to buy their products.

The first sections discuss sales force metrics. Here, we list and define the most common measures for determining whether sales ...

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