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during relationship marketing. This paper also demonstrates that optimal sales force compensation drives salespeople to …
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Personal selling and personal sales professionals use a number of tools to develop customer relationships. Among these … review of the sales literature reveals that most research on personal selling tools tends to view the sales presentation as a …
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This Article is a survey of the highlights of noteworthy sales cases from 2014 decided under Article 2 of the Uniform Commercial Code. Particular Article 2 highlights include the cases of Grandoe Corp. v. Gander Mountain Co. (formation under 2-204), Nebraska Machinery Co v. Cargotec Solutions,...
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Communication between seller and buyer is done through multiple channels. There are multiple ways to use technical media and channel selection to create more information, but does this lead to a better performance of a firm? Research on the impact of different marketing channels in the industry...
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Many business-to-business (B2B) selling situations involve outside sales (OS) representatives (reps) interfacing with … have auxiliary roles. Perhaps for this reason, the economic value of IS reps for the B2B IS-OS selling process has received …
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