When do salespeople pursue and win deals? : a two-stage model of sales opportunity outcomes
Year of publication: |
2015
|
---|---|
Authors: | Guesalaga, Rodrigo ; Kapelianis, Dimitri |
Published in: |
The journal of business & industrial marketing. - Bingley : Emerald Publishing Limited, ISSN 0885-8624, ZDB-ID 649550-3. - Vol. 30.2015, 7, p. 817-829
|
Subject: | Sales force | Sales management | Conservation of resources theory | Sales success versus failure | Longitudinal design | Verkauf | Selling | Verkaufspersonal | Salespeople | Erfolgsfaktor | Success factor |
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