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Does the type of sales position matter? : a multi-group analysis of inside vs outside sales
Matthews, Lucy; Edmondson, Diane - In: The journal of business & industrial marketing 37 (2022) 12, pp. 2559-2572
Persistent link: https://www.econbiz.de/10013455432
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Brushing up on time-honored sales skills to excel in tomorrow's environment
Razmak, Jamil; Pitzel, Joseph William; Belanger, Charles; … - In: The journal of business & industrial marketing 38 (2023) 4, pp. 701-723
Persistent link: https://www.econbiz.de/10014227494
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Toward a contextualized understanding of inside sales : the role of sales development in effective lead funnel management
Terho, Harri; Salonen, Anna; Yrjänen, Meri - In: The journal of business & industrial marketing 38 (2023) 2, pp. 337-352
Persistent link: https://www.econbiz.de/10013539269
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Servant leadership, distributive justice and commitment to customer value in the salesforce
Schwepker, Charles H. <Jr.> - In: The journal of business & industrial marketing 31 (2016) 1, pp. 70-82
Persistent link: https://www.econbiz.de/10011539340
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Exploring the relationship among servant leadership, intrinsic motivation and performance in an industrial sales setting
Bande, Belén; Fernández-Ferrín, Pilar; Varela Neira, … - In: The journal of business & industrial marketing 31 (2016) 2, pp. 219-231
Persistent link: https://www.econbiz.de/10011486512
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Buyer versus salesperson expectations for an initial B2B sales meeting
Kaski, Timo Arvid; Hautamaki, Pia; Pullins, Ellen; … - In: The journal of business & industrial marketing 32 (2017) 1, pp. 47-57
Persistent link: https://www.econbiz.de/10011609274
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Clarifying the influence of emotional intelligence on salesperson performance
Kadic-Maglajlic, Selma; Vida, Irena; Obadia, Claude; … - In: The journal of business & industrial marketing 31 (2016) 7, pp. 877-888
Persistent link: https://www.econbiz.de/10011564122
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Ethical leadership in the salesforce : effects on salesperson customer orientation, commitment to customer value and job stress
Schwepker, Charles H. <Jr.>; Ingram, Thomas N. - In: The journal of business & industrial marketing 31 (2016) 7, pp. 914-927
Persistent link: https://www.econbiz.de/10011564161
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The role of suspicion in B2B customer entertainment
Oakley, Jared; Bush, Alan J. - In: The journal of business & industrial marketing 31 (2016) 5, pp. 565-574
Persistent link: https://www.econbiz.de/10011564177
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Empathy, nonverbal immediacy, and salesperson performance : the mediating role of adaptive selling behavior
Limbu, Yam B.; Jayachandran, Chinnappa Naidu; Babin, … - In: The journal of business & industrial marketing 31 (2016) 5, pp. 654-667
Persistent link: https://www.econbiz.de/10011564327