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Sales force behavior, pricing information, and pricing decisions
Elmaghraby, Wedad; Jank, Wolfgang; Zhang, Shu; … - In: Manufacturing & service operations management : M & SOM 17 (2015) 4, pp. 495-510
Persistent link: https://www.econbiz.de/10011387989
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The Sales Sat Nav for Media Consultants : The Roadmap to More Revenue in the Sale of Advertising Materials
McKenna, Ricky - 2023
confirmed by the customer -- Just a few more meters - The offer presentation -- Attention danger course - Techniques for price …This book shows media salespeople the optimal sales process using a structured step-by-step guide: When using a sales …, such as objections or tactical price negotiations, but also shortcuts, such as recognizing early buying signals. After all …
Persistent link: https://www.econbiz.de/10014253052
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Customer-oriented salespeople's value creation and claiming in price negotiations
Kassemeier, Roland; Alavi, Sascha; Habel, Johannes; … - In: Journal of the Academy of Marketing Science 50 (2022) 4, pp. 689-712
Persistent link: https://www.econbiz.de/10013389228
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Value quantification capabilities in industrial markets
Hinterhuber, Andreas - In: Journal of business research : JBR 76 (2017), pp. 163-178
Persistent link: https://www.econbiz.de/10011713611
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Why do salespeople spend so much time lobbying for low prices?
Simester, Duncan; Zhang, Juanjuan - In: Marketing science : the marketing journal of the … 33 (2014) 6, pp. 796-808
Persistent link: https://www.econbiz.de/10010468391
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Why and how do branders sell new products on flash sale platforms?
Zhang, Mingyang; Zhang, Juliang; Cheng, T. C. E.; Hua, … - In: European journal of operational research : EJOR 270 (2018) 1, pp. 337-351
Persistent link: https://www.econbiz.de/10011869020
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Salesperson dual agency in price negotiations
Lawrence, Justin M.; Scheer, Lisa K.; Crecelius, Andrew T. - In: Journal of marketing 85 (2021) 2, pp. 89-109
Persistent link: https://www.econbiz.de/10012485585
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Automating the B2B salesperson pricing decisions : a human-machine hybrid approach
Karlinsky-Shichor, Yael; Netzer, Oded - In: Marketing science 43 (2024) 1, pp. 138-157
Persistent link: https://www.econbiz.de/10014470128
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Value first, then price : the new paradigm of B2B buying and selling
Hinterhuber, Andreas; Snelgrove, Todd C.; Stensson, Bo-Inge - In: Journal of revenue and pricing management 20 (2021) 4, pp. 403-409
Persistent link: https://www.econbiz.de/10012601012
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Delegation von Preiskompetenz an den Verkaufsaußendienst : Eine empirische Analyse ausgewählter Determinanten und Gestaltungsmöglichkeiten
Schmidt, Simone (contributor) - 2008
An der Nahtstelle von Preis- und Vertriebsmanagement stellt sich die Frage nach der Delegation von Preiskompetenz …
Persistent link: https://www.econbiz.de/10013516957