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Sales process as a service (SPAS) : development and validation of an extension to the shortened selling orientation-customer orientation (SOCO) score (SOCO-SPAS)
Ledinger, Stefan - In: Naše gospodarstvo : NG 68 (2022) 4, pp. 28-42
attitudes predispose salespeople for high perfor-mance remains elusive. In addition, the association between customer … for attitudes of salespeople. An extension of the 10-item SOCO score is developed through literature research in sales …. The extended score adds a dimension that tests whether professional salespeople consider the sales process as a service …
Persistent link: https://www.econbiz.de/10014246502
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Antecedents of salesperson performance in information service industry : the role of guanxi, adaptive selling behaviors and customer orientation
Thi-Thuy-Linh Nguyen; Xuan-Quynh Hoang; Pham Thi Lien; … - In: Cogent business & management 9 (2022) 1, pp. 1-19
sample of 204 salespeople in the Information service industry, the authors tested several hypotheses employing the structural … salespeople improve performance. Moreover, Guanxi does play some role in explaining sales performance of B2B salespeople. Based on … be presented. In the business-to-business (B2B) context, salespeople are the critical link between a company and its …
Persistent link: https://www.econbiz.de/10014425793
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Auswirkungen der "Web-2.0-Ära" auf die Markenkommunikation
Jacobs, Marco - 2009
Persistent link: https://www.econbiz.de/10009665198
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Do business customers perceive what salespeople believe? : perceptions of salesperson adoption of innovations
Endres, Herbert; Helm, Roland; Schmitz, Christian; … - In: The journal of product innovation management : an … 40 (2023) 1, pp. 120-136
Persistent link: https://www.econbiz.de/10014291979
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The Role of Sales Presentations in Developing Customer Relationships
Hershey, Lewis - 2011
Personal selling and personal sales professionals use a number of tools to develop customer relationships. Among these, the sales presentation offers a number of advantages to the sales representative, including strategic advantages. Yet a review of the sales literature reveals that most...
Persistent link: https://www.econbiz.de/10013123743
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Video-based sales interaction in cross-cultural B2B relationships : potential (un)desired consequences
Koponen, Jonna; Metsola, Jaakko; Salin, Lotta; … - In: Industrial marketing management : the international … 119 (2024), pp. 238-251
Persistent link: https://www.econbiz.de/10014555774
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Customer-oriented salespeople's value creation and claiming in price negotiations
Kassemeier, Roland; Alavi, Sascha; Habel, Johannes; … - In: Journal of the Academy of Marketing Science 50 (2022) 4, pp. 689-712
Persistent link: https://www.econbiz.de/10013389228
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How sales managers can use salespeople's perceived attributes to monitor and motivate a sales force during relationship marketing
Echchakoui, Saïd; Ghilal, Rachid - In: European research on management and business economics 25 (2019) 2, pp. 99-104
during relationship marketing. This paper also demonstrates that optimal sales force compensation drives salespeople to …
Persistent link: https://www.econbiz.de/10012016639
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B2B communication strategy : introducing a new multifunctional application for the waste management industry
Svetlik, Jaroslav; Lastuvka, Igor - In: Marketing i menedžment innovacij : m&mi 13 (2022) 3, pp. 159-171
Persistent link: https://www.econbiz.de/10013491039
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Social media marketing assimilation in B2B firms : an integrative framework of antecedents and consequences
Maduku, Daniel K. - In: Industrial marketing management : the international … 119 (2024), pp. 27-42
Persistent link: https://www.econbiz.de/10014555706