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How the introduction of digital sales channels affects salespeople in business-to-business contexts : a qualitative inquiry
Bongers, Franziska M.; Schumann, Jan Hendrik; Schmitz, … - In: Journal of personal selling & sales management 41 (2021) 2, pp. 150-166
Persistent link: https://www.econbiz.de/10012584524
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Utilization of relationship-oriented social media in the selling process : a comparison of consumer (B2C) and industrial (B2B) salespeople
Moore, Jesse N.; Hopkins, Christopher D.; Raymond, Mary Anne - In: Journal of internet commerce 12 (2013) 1/4, pp. 48-75
Persistent link: https://www.econbiz.de/10010248490
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The use of social media among business-to-business sales professionals in China : how social media helps create and solidify guanxi relationships between sales professionals and cu...
Niedermeier, Keith E.; Wang, Emily; Zhang, Xiaohzan - In: Journal of research in interactive marketing : … 10 (2016) 1, pp. 33-49
Persistent link: https://www.econbiz.de/10011555619
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Advancing social media driven sales research : establishing conceptual foundations for B-to-B social selling
Ancillai, Chiara; Terho, Harri; Cardinali, Silvio; … - In: Industrial marketing management : the international … 82 (2019), pp. 293-308
Persistent link: https://www.econbiz.de/10012128082
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Salespeople's work toward the institutionalization of social selling practices
Schmitt, Laurianne; Casenave, Eric; Pallud, Jessie - In: Industrial marketing management : the international … 96 (2021), pp. 183-196
Persistent link: https://www.econbiz.de/10013194572
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Digital communication in B-to-B sales
Hinderer, Henning; Pousa, Claudio - In: International business development : a concise textbook …, (pp. 197-222). 2021
Persistent link: https://www.econbiz.de/10012606635
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From personal to online selling : how relational selling shapes salespeople's promotion of e-commerce channels
Habel, Johannes; Alavi, Sascha; Linsenmayer, Kim Tina - In: Journal of business research : JBR 132 (2021), pp. 373-382
Persistent link: https://www.econbiz.de/10012581618
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Do salespeople's online profile pictures predict the number of online reviews? : effect of a babyface
Yim, Alexis; Price, Bradley; Agnihotri, Raj; Cui, Annie Peng - In: European journal of marketing 57 (2023) 7, pp. 1886-1911
Persistent link: https://www.econbiz.de/10014342177
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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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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