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Contemporary selling : building relationships, creating value

Johnston, Mark W.; Marshall, Greg W. - 2016 - Fifth edition

Preface -- What is contemporary selling? -- Introduction to contemporary selling -- Understanding sellers and buyers … -- Value creation in buyer¿seller relationships -- Ethical and legal issues in contemporary selling -- Crm, sales technologies …, and sales analytics -- Elements of the contemporary selling process -- Prospecting and sales call planning …

Persistent link: https://www.econbiz.de/10011454044

Sales scholarship : honoring the past and defining the future (key takeaways from the 2018 American Marketing Association Faculty Consortium : new horizons in selling and sales man...

Flaherty, Karen E.; Lassk, Felicia; Lee, Nick; … - In: The journal of personal selling & sales management : JPSSM 38 (2018) 4, pp. 413-421

Persistent link: https://www.econbiz.de/10011976252

Sales force management : leadership, innovation, technology

Johnston, Mark W.; Marshall, Greg W. - 2016 - Twelfth edition

Persistent link: https://www.econbiz.de/10012013911

Toward a framework for mixed-gender selling teams and the impact of increased female presence on team performance : thought development and propositions

Shoreibah, Ream A.; Marshall, Greg W.; Gassenheimer, Jule B. - In: Industrial marketing management : the international … 77 (2019), pp. 4-12

Persistent link: https://www.econbiz.de/10012004132

Increased engagement or reduced exhaustion : which accounts for the effect of job resources on salesperson job outcomes?

Matthews, Lucy M.; Zablah, Alex R.; Hair, Joseph F.; … - In: Journal of marketing theory and practice 24 (2016) 3, pp. 249-264

Persistent link: https://www.econbiz.de/10011532818

A new direction for sales ethics research : the sales ethics subculture

Ferrell, Odies C.; Johnston, Mark W.; Marshall, Greg W.; … - In: Journal of marketing theory and practice : JMTP 27 (2019) 3, pp. 282-297

Persistent link: https://www.econbiz.de/10012181621

(Re) defining salesperson motivation : current status, main challenges, and research directions

Khusainova, Rushana; Jong, Ad de; Lee, Nick; Marshall, … - In: The journal of personal selling & sales management : JPSSM 38 (2018) 1, pp. 2-29

Persistent link: https://www.econbiz.de/10011936232

Relationship selling and sales management

Johnston, Mark W.; Marshall, Greg W. - 2005 - Internat. ed

Persistent link: https://www.econbiz.de/10001945396

Relationship selling

Johnston, Mark W. - 2010 - 3. ed.

Persistent link: https://www.econbiz.de/10003795656

Revolution in sales : the impact of social media and related technology on the selling environment

Marshall, Greg W.; Moncrief, William C.; Rudd, John M.; … - In: The journal of personal selling & sales management : JPSSM 32 (2012) 3, pp. 349-363

Persistent link: https://www.econbiz.de/10009579253

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