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Is it navigation, networking, coordination ... or what? : a multidisciplinary review of influences on the intraorganizational dimension of the sales role and performance
Plouffe, Christopher R. - In: The journal of personal selling & sales management : JPSSM 38 (2018) 2, pp. 241-264
Persistent link: https://www.econbiz.de/10011917850
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The sales force technology-performance chain : the role of adaptive selling and effort
Rapp, Adam; Agnihotri, Raj; Forbes, Lukas P. - In: The journal of personal selling & sales management : JPSSM 28 (2008) 4, pp. 335-350
Persistent link: https://www.econbiz.de/10003774596
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Product innovativeness, customer newness, and new product performance : a time-lagged examination of the impact of salesperson selling intentions on new product performance
Fu, Frank Q.; Jones, Eli; Bolander, Willy - In: The journal of personal selling & sales management : JPSSM 28 (2008) 4, pp. 351-364
Persistent link: https://www.econbiz.de/10003774597
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Sales force control systems : a review of measurement practices and proposed scale refinements
Panagopoulos, Nikolaos G.; Aulōnitēs, Geōrgios I. - In: The journal of personal selling & sales management : JPSSM 28 (2008) 4, pp. 365-385
Persistent link: https://www.econbiz.de/10003774598
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Salesperson corporate ethical values (SCEV) scale : development and assessment among salespeople
Amyx, Douglas; Bhuian, Shahid; Sharma, Dheeraj; … - In: The journal of personal selling & sales management : JPSSM 28 (2008) 4, pp. 387-401
Persistent link: https://www.econbiz.de/10003774609
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The complexities of sales and sales management research : a historical analysis from 1990 to 2005
Carter, Robert E.; Dixon, Andrea L.; Moncrief, William C. - In: The journal of personal selling & sales management : JPSSM 28 (2008) 4, pp. 403-419
Persistent link: https://www.econbiz.de/10003774611
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Organizational behavior modification : a general motivational tool for sales management
Scott, Robert A. (contributor) - In: The journal of personal selling & sales management : JPSSM 6 (1986) 2, pp. 61-70
Persistent link: https://www.econbiz.de/10001045414
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Developing telemarketing support systems
Moncrief, William C. - In: The journal of personal selling & sales management : JPSSM 6 (1986) 2, pp. 43-49
Persistent link: https://www.econbiz.de/10001045416
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Strategy for systems sellers : a grid approach
Dunn, Dan T. - In: The journal of personal selling & sales management : JPSSM 6 (1986) 2, pp. 1-10
Persistent link: https://www.econbiz.de/10001045425
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Sales buy-in of marketing strategies : exploration of its nuances antecedents, and contextual conditions
Malshe, Avinash; Sohi, Ravipreet S. - In: The journal of personal selling & sales management : JPSSM 29 (2009) 3, pp. 207-225
Persistent link: https://www.econbiz.de/10003882814