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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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Rapport building in authentic B2B sales interaction
Kaski, Timo; Niemi, Jarkko; Pullins, Ellen - In: Industrial marketing management : the international … 69 (2018), pp. 235-252
Persistent link: https://www.econbiz.de/10011822589
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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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Managing the sales transformation process in B2B : between human and digital
Corsaro, Daniela; Maggioni, Isabella - In: Italian journal of marketing : ITJM 2021 (2021) 1/2, pp. 25-56
Persistent link: https://www.econbiz.de/10012583869
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Value-based selling capability : antecedents and implications for B2B sales performance
Liu, Yanzhe; Zhao, Xiaoyu; Wang, Tao - In: Journal of business-to-business marketing 30 (2023) 4, pp. 395-418
Persistent link: https://www.econbiz.de/10014447809
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Account Management Strategies in B2B Sales : Generating Customer Value and Building Sustainable Business Relationships - Methodology, Processes, Tools
Neeb, Hans-Peter - 2023
the long run. This book provides practical tools and a blueprint for salespeople to succeed and for managers to lead their …: look-alike models, digital lead generation, data analysis of people networks, predictive selling, automation The author …
Persistent link: https://www.econbiz.de/10013504735
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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
The association between selling orientation and customer orientation and sales success has been a matter of intensive … research since the publication of the selling orientation-customer orientation (SOCO) score in the early 1980's. However, which … attitudes predispose salespeople for high perfor-mance remains elusive. In addition, the association between customer …
Persistent link: https://www.econbiz.de/10014246502
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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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Relationship marketing and the B2B sales force, effects of Big Five personality traits
Canales-Ronda, Pedro - In: Journal of relationship marketing : innovations and … 23 (2024) 2, pp. 76-93
Persistent link: https://www.econbiz.de/10014567150
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Sales representative departures and customer reassignment strategies in business-to-business markets
Shi, Huanhuan; Sridhar, Shrihari; Grewal, Rajdeep; … - In: Journal of marketing 81 (2017) 2, pp. 25-44
Persistent link: https://www.econbiz.de/10011697520