The role of a solutions salesperson : reducing uncertainty and fostering adaptiveness
Year of publication: |
February 2018
|
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Authors: | Ulaga, Wolfgang ; Kohli, Ajay Kumar |
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. 69.2018, p. 161-168
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Subject: | Business-to-business marketing | Customer solutions | Solution selling | B-to-B-Marketing | Verkaufspersonal | Salespeople | Lieferantenmanagement | Supplier relationship management | Leistungsbündel | Bundling strategy | Verkauf | Selling |
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