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Castleberry, Stephen Bryon; Tanner, John F. - 2019 - 10

Persistent link: https://www.econbiz.de/10011994027

The impact of sales contests on customer listening : an empirical study in a telesales context

Koehl, Maryse; Poujol, Juliet F.; Tanner, John F. - In: The journal of personal selling & sales management : JPSSM 36 (2016) 3, pp. 281-293

Persistent link: https://www.econbiz.de/10011565556

Panacea or paradox? : the moderating role of ethical climate

Tanner, Emily C.; Tanner, John F.; Wakefield, Kirk - In: The journal of personal selling & sales management : JPSSM 35 (2015) 2, pp. 175-190

Persistent link: https://www.econbiz.de/10010527058

Special issue: Sales and sales management in emerging economies

Tanner, John F. (ed.); Mantrala, Murali K. (ed.) - 2016

Persistent link: https://www.econbiz.de/10011515549

A cross-cultural investigation of the stereotype for salespeople : professionalizing the profession

Fournier, Christophe; Chéron, Emmanuel; Tanner, John F.; … - In: Journal of marketing education : JME 36 (2014) 2, pp. 132-143

Persistent link: https://www.econbiz.de/10010393243

Selling : building partnerships

Weitz, Barton A. - 2007 - 6. ed.

Persistent link: https://www.econbiz.de/10003082084

Sales management : shaping future sales leaders

Tanner, John F.; Honeycutt, Earl D.; Erffmeyer, Robert C. - 2009

Persistent link: https://www.econbiz.de/10003752224

Selling : building partnerships

Castleberry, Stephen Bryon; Tanner, John F. - 2022 - Eleventh edition, international student edition

CONTENTS IN BRIEF. Chapter 1. Selling and salespeople -- Part 1. KNOWLEDGE AND SKILL REQUIREMENTS -- Chapter 2. Ethical and legal issues in selling -- Chapter 3. Buying behavior and the buying process -- Chapter 4. Using communication principles to build relationships -- Chapter 5. Adaptive...

Persistent link: https://www.econbiz.de/10012545188