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Selling relationship quality to increase salesperson performance in the pharmacy industry

Udayana, Ida Bagus Nyoman; Farida, Naili; Ardyan, Elia - In: International journal of services and operations management 33 (2019) 2, pp. 262-285

Persistent link: https://www.econbiz.de/10012106461

Sales process as a service (SPAS) : development and validation of an extension to the shortened selling orientation-customer orientation (SOCO) score (SOCO-SPAS)

Ledinger, Stefan - In: Naše gospodarstvo : NG 68 (2022) 4, pp. 28-42

attitudes predispose salespeople for high perfor-mance remains elusive. In addition, the association between customer … for attitudes of salespeople. An extension of the 10-item SOCO score is developed through literature research in sales …. The extended score adds a dimension that tests whether professional salespeople consider the sales process as a service …

Persistent link: https://www.econbiz.de/10014246502

Antecedents of salesperson performance in information service industry : the role of guanxi, adaptive selling behaviors and customer orientation

Thi-Thuy-Linh Nguyen; Xuan-Quynh Hoang; Pham Thi Lien; … - In: Cogent business & management 9 (2022) 1, pp. 1-19

sample of 204 salespeople in the Information service industry, the authors tested several hypotheses employing the structural … salespeople improve performance. Moreover, Guanxi does play some role in explaining sales performance of B2B salespeople. Based on … be presented. In the business-to-business (B2B) context, salespeople are the critical link between a company and its …

Persistent link: https://www.econbiz.de/10014425793

Antecedents and consequences of the quality of e-customer-to-customer interactions in B2B communities

Bruhn, Manfred; Schnebelen, Stefanie; Schäfer, Daniela B. - In: Industrial marketing management : the international … 43 (2014) 1, pp. 164-176

Persistent link: https://www.econbiz.de/10010359357

Investigating the online customer experience : a B2B perspective

McLean, Graeme J. - In: Marketing intelligence & planning 35 (2017) 5, pp. 657-672

Persistent link: https://www.econbiz.de/10011774644

A competency model for entry level business-to-business services salespeople

Lambert, Brian; Plank, Richard E.; Reid, David A.; … - In: Services marketing quarterly 35 (2014) 1, pp. 84-103

Persistent link: https://www.econbiz.de/10010346087

Serviceorientierung und partnerschaftliches Handeln im B2B-Vertrieb

Kittinger, Alexander - 2010

Gesättigte Märkte, austauschbare Produkte und Dienstleistungen sowie steigende Kundenansprüche bilden die Herausforderungen für Verkäufer. Eine grundlegende Änderung im Denken und Handeln von Verkäufern und Managern in Richtung Kunden- und Serviceorientierung entscheidet über den Erfolg....