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SOCO's impact on individual sales performance : the integration of selling skills as a missing link
Wachner, Trent; Plouffe, Christopher R.; Grégoire, Yany - In: Industrial marketing management : the international … 38 (2009) 1, pp. 32-44
Persistent link: https://www.econbiz.de/10003810414
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A strategic skill based model of supplier integration and its effect on supply management performance
Eltantawy, Reham A.; Giunipero, Larry; Fox, Gavin L. - In: Industrial marketing management : the international … 38 (2009) 8, pp. 925-936
Persistent link: https://www.econbiz.de/10003924787
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Sales communication competence in international B2B solution selling
Koponen, Jonna; Julkunen, Saara; Asai, Akiko - In: Industrial marketing management : the international … 82 (2019), pp. 238-252
Persistent link: https://www.econbiz.de/10012128066
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Sales trainer roles, competencies, skills, and behaviors: a case study
Ricks, Joe M. <Jr.>; Williams, Jacqueline A.; Weeks, … - In: Industrial marketing management : the international … 37 (2008) 5, pp. 593-609
Persistent link: https://www.econbiz.de/10003736678
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Unlocking solution provision competence in knowledge-intensive business service firms
Siahtiri, Vida; Heirati, Nima; O'Cass, Aron - In: Industrial marketing management : the international … 87 (2020), pp. 117-127
Persistent link: https://www.econbiz.de/10012285139
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The role of networks, competencies, and IT advancement in innovation performance of foreign-owned subsidiaries
Dahms, Sven; Cabrilo, Slaðana; Kingaew, Suthikorn - In: Industrial marketing management : the international … 89 (2020), pp. 402-421
Persistent link: https://www.econbiz.de/10012290776
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A multidimensional perspective of business-to-business sales success : a meta-analytic review
Ohiomah, Alhassan; Benyoucef, Morad; Andreev, Pavel - In: Industrial marketing management : the international … 90 (2020), pp. 435-452
Persistent link: https://www.econbiz.de/10012321908
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Sales management control level and competencies : antecedents and consequences
Piercy, Nigel; Cravens, David W.; Lane, Nikala - In: Industrial marketing management : the international … 38 (2009) 4, pp. 459-467
Persistent link: https://www.econbiz.de/10003865365
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An interdisciplinary approach to assessing the characteristics and sales potential of modern salespeople
Reday, Peter A.; Marshall, Roger; Parasuraman, A. - In: Industrial marketing management : the international … 38 (2009) 7, pp. 838-844
Persistent link: https://www.econbiz.de/10003893197
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Competence integration in creative processes
Öberg, Christina - In: Industrial marketing management : the international … 42 (2013) 1, pp. 113-124
Persistent link: https://www.econbiz.de/10009734079