Key account buying team members' emotional responses awarding multi-million dollar sales contracts
Year of publication: |
November 2018
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Authors: | Curasi, Carolyn Folkman ; Boles, James Sanders ; Reynolds, Rick |
Published in: |
Industrial marketing management : the international journal for industrial and high-tech firms. - New York, NY [u.a.] : Elsevier, ISSN 0019-8501, ZDB-ID 120124-4. - Vol. 75.2018, p. 193-205
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Subject: | Key accounts | Strategic accounts | Emotions | Buying teams | Sales performance | Qualitative research | Sales failure | Emotion | Arbeitsgruppe | Team | Verkauf | Selling | Verkaufspersonal | Salespeople | Key-Account-Management | Key account management | Rechnungswesen | Accounting |
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