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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 … 51 (2015), pp. 100-114

Persistent link: https://www.econbiz.de/10011422779

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

Understanding salesperson intention to use AI feedback and its influence on business-to-business sales outcomes

Hall, Kelly R.; Harrison, Dana E.; Ajjan, Haya; … - In: The journal of business & industrial marketing 37 (2022) 9, pp. 1787-1801

Persistent link: https://www.econbiz.de/10013401974

Critical success factors in the personal selling process

Jaramillo, Fernando; Marshall, Greg W. - In: International Journal of Bank Marketing 22 (2004) 1, pp. 9-25

This article identifies the selling techniques that are critical success factors (CSFs) for salespeople who sell banking products and services in Ecuador. The study examines the selling techniques that differentiate top and bottom sales performers in the Ecuadorian banking industry. Both...

Persistent link: https://www.econbiz.de/10014759804