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Does the hierarchical position of the buyer make a difference? : the influence of perceived adaptive selling on customer satisfaction and loyalty in a business-to-business context
Román, Sergio; Martín, Pedro Juan - In: The journal of business & industrial marketing 29 (2014) 5, pp. 364-373
Persistent link: https://www.econbiz.de/10010393925
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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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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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Evaluation of salespeople by the purchasing function : implications for the evolving role of salespeople
Paesbrugghe, Bert; Rangarajan, Deva; Hochstein, Bryan; … - In: Journal of personal selling & sales management : JPSSM 40 (2020) 4, pp. 289-305
Persistent link: https://www.econbiz.de/10012395131
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Generating leads with sequential persuasion: should sales influence tactics be consistent or complementary?
Pöyry, Essi; Parvinen, Petri; McFarland, Richard G. - In: The journal of personal selling & sales management : JPSSM 37 (2017) 2, pp. 89-99
Persistent link: https://www.econbiz.de/10011734615
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How salesperson perceptions of customers' pro-social behaviors help drive salesperson performance
Shannahan, Rachelle J.; Bush, Alan J.; Shannahan, Kirby … - In: Industrial marketing management : the international … 62 (2017), pp. 36-50
Persistent link: https://www.econbiz.de/10011707050
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Purchasing-driven sales : matching sales strategies to the evolution of the purchasing function
Paesbrugghe, Bert; Rangarajan, Deva; Sharma, Arun; … - In: Industrial marketing management : the international … 62 (2017), pp. 171-184
Persistent link: https://www.econbiz.de/10011707114
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The role of customer entertainment in B2B sales strategy : comparative insights from professional buyers and salespeople
Oakley, Jared; Bush, Alan J.; Moncrief, William C.; … - In: Industrial marketing management : the international … 92 (2021), pp. 190-201
Persistent link: https://www.econbiz.de/10012491015
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Video-based sales interaction in cross-cultural B2B relationships : potential (un)desired consequences
Koponen, Jonna; Metsola, Jaakko; Salin, Lotta; … - In: Industrial marketing management : the international … 119 (2024), pp. 238-251
Persistent link: https://www.econbiz.de/10014555774
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Sales Enablement : Tools and Techniques for Modern Sales Organization
Kilian, Dietmar; Mirski, Peter; Lorenz, Britta - 2023
This book helps in building an optimally designed and customer-oriented sales organization. It places a special emphasis on purchasing decisions and leads to producing a decisive competitive advantage. The focus is on the sales enablement process as a holistic framework concept. It forms the...
Persistent link: https://www.econbiz.de/10014250257