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Terho, Harri
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Industrial marketing management : the international journal for industrial and high-tech firms
4
Journal of personal selling & sales management
1
Marketing Review St. Gallen : die neue Thexis-Marketingfachzeitschrift für Theorie und Praxis
1
Marketing review St. Gallen : Marketingfachzeitschrift für Theorie & Praxis
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How sales strategy translates into performance : the role of salesperson customer orientation and value-based selling
Terho, Harri
;
Eggert, Andreas
;
Haas, Alexander
;
Ulaga, …
- In:
Industrial marketing management : the international …
45
(
2015
),
pp. 12-21
Persistent link: https://www.econbiz.de/10010530587
Saved in:
2
Selling value in business markets : individual and organizational factors for turning the idea into action
Terho, Harri
;
Eggert, Andreas
;
Ulaga, Wolfgang
;
Haas, …
- In:
Industrial marketing management : the international …
66
(
2017
),
pp. 42-55
Persistent link: https://www.econbiz.de/10011775966
Saved in:
3
"It's almost like taking the sales out of selling" : towards a conceptualization of value-based selling in business markets
Terho, Harri
;
Haas, Alexander
;
Eggert, Andreas
;
Ulaga, …
- In:
Industrial marketing management : the international …
41
(
2012
)
1
,
pp. 174-185
Persistent link: https://www.econbiz.de/10009513191
Saved in:
4
Erfolgsfaktor Value-Based Selling : verkaufen, wenn Kundenorientierung nicht zum Erfolg führt
Haas, Alexander
;
Eggert, Andreas
;
Terho, Harri
;
Ulaga, …
- In:
Marketing review St. Gallen : Marketingfachzeitschrift …
30
(
2013
)
4
,
pp. 64-72
Persistent link: https://www.econbiz.de/10009782541
Saved in:
5
Erfolgsfaktor Value-Based Selling : verkaufen, wenn Kundenorientierung nicht zum Erfolg führt
Haas, Alexander
;
Eggert, Andreas
;
Terho, Harri
;
Ulaga, …
- In:
Marketing Review St. Gallen : die neue …
30
(
2013
)
4
,
pp. 64-72
Persistent link: https://www.econbiz.de/10010184199
Saved in:
6
Drivers and outcomes of salespersons' value opportunity recognition competence in solution selling
Böhm, Eva
;
Eggert, Andreas
;
Terho, Harri
;
Ulaga, Wolfgang
- In:
Journal of personal selling & sales management
40
(
2020
)
3
,
pp. 180-197
Persistent link: https://www.econbiz.de/10012313072
Saved in:
7
‘It's almost like taking the sales out of selling’—Towards a conceptualization of value-based selling in business markets
Terho, Harri
;
Haas, Alexander
;
Eggert, Andreas
;
Ulaga, …
- In:
Industrial marketing management : the international …
41
(
2012
)
1
,
pp. 174-186
Persistent link: https://www.econbiz.de/10009830727
Saved in:
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