The influence of formal and informal sales controls on customer-directed selling behaviors and sales unit effectiveness
Year of publication: |
2014
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Authors: | Guenzi, Paolo ; Baldauf, Artur ; Panagopoulos, Nikolaos G. |
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. 43.2014, 5, p. 786-800
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Subject: | Sales control | Customer-directed selling behaviors | Customer-oriented selling | Adaptive selling | Verkauf | Selling | Verkaufspersonal | Salespeople | Beziehungsmarketing | Relationship marketing | B-to-B-Marketing | Business-to-business marketing |
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