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A New Classification of Sales Resistance - Classifying sales resistance enables salespeople to better gain buyers' commitments
Hunt, Kenneth A.; Bashaw, R.Edward - In: Industrial marketing management : the international … 28 (1999) 1, pp. 109
Persistent link: https://www.econbiz.de/10006301393
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Using Buyer's Information Processing to Formulate Selling Strategies - Determining the buyer's mode of information processing increases selling effectiveness
Hunt, Kenneth A.; Bashaw, R.Edward - In: Industrial marketing management : the international … 28 (1999) 1, pp. 99-108
Persistent link: https://www.econbiz.de/10006301394
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A New Classification of Sales Resistance - Classifying sales resistance enables salespeople to better gain buyers' commitments
Hunt, Kenneth A.; Bashaw, R.Edward - In: Industrial marketing management : the international … 19990, pp. 109
Persistent link: https://www.econbiz.de/10006359109
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Using Buyer's Information Processing to Formulate Selling Strategies - Determining the buyer's mode of information processing increases selling effectiveness
Hunt, Kenneth A.; Bashaw, R.Edward - In: Industrial marketing management : the international … 19990, pp. 99-108
Persistent link: https://www.econbiz.de/10006359110
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On Recontextualising Sales Resistance - A Defense of Information Processing-Based Classifications
Hunt, Kenneth A.; Bashaw, R.Edward - In: Industrial marketing management : the international … 30 (2001) 8, pp. 645-650
Persistent link: https://www.econbiz.de/10006272332
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Research Productivity in the Journal of Business Research
Knight, Gary A.; Hult, G.Tomas M.; Bashaw, R.Edward - In: Journal of business research : JBR 49 (2000) 3, pp. 303-314
Persistent link: https://www.econbiz.de/10006728035
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Improving sales training cycle times for new trainees - An exploratory study
Bashaw, R.Edward; Ingram, Thomas N.; Keillor, Bruce D. - In: Industrial marketing management : the international … 31 (2002) 4, pp. 329-338
Persistent link: https://www.econbiz.de/10006266058
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Faculty Perceptions of Marketing Journals
Hult, G.Tomas M.; Neese, William T.; Bashaw, R.Edward - In: Journal of marketing education : JME (1997), pp. 37-52
Persistent link: https://www.econbiz.de/10007306264
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Salesforce automation issues prior to implementation: The relationship between attitudes toward technology, experience and productivity
Keillor, Bruce D.; Bashaw, R.Edward; Pettijohn, Charles E. - In: The journal of business & industrial marketing 12 (1997) 3-4, pp. 209-219
Persistent link: https://www.econbiz.de/10007367654