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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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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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Elaboration on potential outcomes (EPO) and the consultative salesperson : investigating effects on attributions and performance
Plouffe, Christopher; Beuk, Frederik; Hulland, John; … - In: The journal of personal selling & sales management : JPSSM 37 (2017) 2, pp. 113-133
Persistent link: https://www.econbiz.de/10011734619
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Sales ambidexterity and performance : a behavioral paradigm through the Career Stage framework
Giovannetti, Marta - In: Italian journal of marketing : ITJM 2023 (2023) 4, pp. 471-501
Persistent link: https://www.econbiz.de/10014461347
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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
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How and when do the ambidextrous frontline sales employees achieve superior sales performance?
Sok, Keo Mony; Bin, Devin; Sok, Phyra - In: Journal of service theory and practice 32 (2022) 4, pp. 505-520
Persistent link: https://www.econbiz.de/10013273059
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Dimensions of effective sales coaching : scale development and validation
Nguyen, Carlin A.; Artis, Andrew B.; Plank, Richard E.; … - In: Journal of personal selling & sales management : JPSSM 39 (2019) 3, pp. 299-315
Persistent link: https://www.econbiz.de/10012200890
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Measuring and testing the impact of interpersonal mentalizing skills on retail sales performance
Gabler, Colin B.; Vieira, Valter Afonso; Senra, Karin B.; … - In: Journal of personal selling & sales management : JPSSM 39 (2019) 3, pp. 222-237
Persistent link: https://www.econbiz.de/10012200876
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The intersection of service and sales : the increased importance of ambidexterity
Rapp, Adam; Baker, Thomas L.; Hartmann, Nathaniel N.; … - In: Journal of service research 23 (2020) 1, pp. 8-12
Persistent link: https://www.econbiz.de/10012183566