The direct effect of B2B sellers' skills on relative and absolute sales performance : a dual measurement approach
Year of publication: |
2023
|
---|---|
Authors: | Rodríguez, Rocío ; Høgevold, Nils M. ; Otero-Neira, Carmen ; Svensson, Göran |
Published in: |
Journal of organizational change management. - Bingley : Emerald, ISSN 1758-7816, ZDB-ID 2020442-5. - Vol. 36.2023, 1, p. 64-85
|
Subject: | Absolute | Adaptiveness | Interpersonal | Norway | Relative | Sales performance | Selling-related knowledge | Skill level | Qualifikation | Occupational qualification | Norwegen | Verkaufspersonal | Salespeople | B-to-B-Marketing | Business-to-business marketing | Lieferantenmanagement | Supplier relationship management | Verkauf | Selling | Performance-Messung | Performance measurement | Arbeitsleistung | Job performance |
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