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Digital transformation of business-to-business sales : what needs to be unlearned?
Mattila, Malla; Yrjölä, Mika; Hautamäki, Pia - In: Journal of personal selling & sales management 41 (2021) 2, pp. 113-129
Persistent link: https://www.econbiz.de/10012584522
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Rapport building in B2B sales interactions : the process and explananda
Jokiniemi, Sini; Halinen, Aino; Pullins, Ellen Bolmans; … - In: Journal of personal selling & sales management : JPSSM 44 (2024) 2, pp. 177-195
Persistent link: https://www.econbiz.de/10014575087
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The industrial buying decision : implications for the sales approach in industrial marketing
Brand, Gordon T. - 1972
Persistent link: https://www.econbiz.de/10000674403
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Kundenorientierte Vertriebsorganisation im Maschinenbau : Wege zum prozessorientierten Vertrieb ; verkaufsunterstützende Organisationsformen
Friedrich, Wilhelm; Garbe, Bernd - 1994
Persistent link: https://www.econbiz.de/10000892509
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Preliminary investigation of entertainment strategies involving alcohol : implications for professional sales education and training in business markets
Rodriguez, Michael; Honeycutt, Earl D.; Ragland, Charles - In: Journal of business-to-business marketing 22 (2015) 4, pp. 257-268
Persistent link: https://www.econbiz.de/10011432738
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Relationship between sales force reputation and customer behavior : role of experiential value added by sales force
Echchakoui, Saïd - In: Journal of retailing and consumer services 28 (2016), pp. 54-66
Persistent link: https://www.econbiz.de/10011433763
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Customer involvement in new product development in B2B : the role of sales
La Rocca, Antonella; Moscatelli, Paolo; Perna, Andrea; … - In: Industrial marketing management : the international … 58 (2016), pp. 45-57
Persistent link: https://www.econbiz.de/10011549366
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The use of social media in sales : individual and organizational antecedents, and the role of customer engagement in social media
Guesalaga, Rodrigo - In: Industrial marketing management : the international … 54 (2016), pp. 71-79
Persistent link: https://www.econbiz.de/10011478719
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Rhetoric in customer referencing : fortifying sales arguments in two start-up companies
Ruokolainen, Jari; Aarikka-Stenroos, Leena - In: Industrial marketing management : the international … 54 (2016), pp. 188-202
Persistent link: https://www.econbiz.de/10011478793
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A process model of buyer responses to salesperson transgressions and recovery efforts : the impact of salesperson orientation
Hansen, John D.; Lund, Donald J.; DeCarlo, Thomas E. - In: The journal of personal selling & sales management : JPSSM 36 (2016) 1, pp. 59-73
Persistent link: https://www.econbiz.de/10011486203