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Complexity of sales situation and sales lead performance : an empirical study in business-to-business company
Virtanen, Tatu; Parvinen, Petri; Rollins, Minna - In: Industrial marketing management : the international … 45 (2015), pp. 49-58
Persistent link: https://www.econbiz.de/10010530579
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Continuous techno-training and business-to-business salesperson success : how boosting techno-efficacy enhances sales effort and performance
Rayburn, Steven W.; Badrinarayanan, Vishag; Anderson, … - In: Journal of business research : JBR 133 (2021), pp. 66-78
Persistent link: https://www.econbiz.de/10012590168
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Beyond the retention-acquisition trade-off : capabilities of ambidextrous sales organizations
Nijssen, E. J.; Guenzi, Paolo; Borgh, Michel van der - In: Industrial marketing management : the international … 64 (2017), pp. 1-13
Persistent link: https://www.econbiz.de/10011738300
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Performance in B2B sales : an explanation of how channel management and communication influence a firm's performance
Maier, Günther - In: Naše gospodarstvo : NG 67 (2021) 3, pp. 38-48
to review the drivers of a sales process in terms of sales cycles, channels and communication in relation to it's effect … on performance. Beyond the characteristics of sales the review delineates the changes from the past to the present. The … to the sales process and increase a firm's performance. …
Persistent link: https://www.econbiz.de/10012664721
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The impact of intuition and deliberation on acquisition-retention ambidexterity and sales performance : comparing the Dual-Process and Uni-Process Models
Vieira, Valter Afonso; Faia, Valter da Silva; Gabler, … - In: Journal of personal selling & sales management 41 (2021) 1, pp. 56-69
Persistent link: https://www.econbiz.de/10012483629
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Should firms invest more in marketing or R&D to maintain sales leadership? : an empirical analysis of sales leader firms
Vadakkepatt, Gautham; Shankar, Venkatesh; Varadarajan, Rajan - In: Journal of the Academy of Marketing Science 49 (2021) 6, pp. 1088-1108
Persistent link: https://www.econbiz.de/10012659696
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Sales manager encouragement behavior in value-centered business models
Hoffmann, Clara; Alavi, Sascha; Schmitz, Christian - In: European journal of marketing 57 (2023) 3, pp. 771-793
Persistent link: https://www.econbiz.de/10014226011
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Why are you really losing sales opportunities? : a buyers' perspective on the determinants of key account sales failures
Friend, Scott B.; Curasi, Carolyn Folkman; Boles, James S. - In: Industrial marketing management : the international … 43 (2014) 7, pp. 1124-1135
Persistent link: https://www.econbiz.de/10010439596
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The role of lead management systems in inside sales performance
Ohiomah, Alhassan; Andreev, Pavel; Benyoucef, Morad; … - In: Journal of business research : JBR 102 (2019), pp. 163-177
Persistent link: https://www.econbiz.de/10012103956
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Effects of sales force market orientation on creativity, innovation implementation, and sales performance
Wang, Guangping; Miao, C. Fred - In: Journal of business research : JBR 68 (2015) 11, pp. 2374-2382
Persistent link: https://www.econbiz.de/10011389406