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A model of negotiation issue-based tactics in business-to-business sales negotiations

Geiger, Ingmar - In: Industrial marketing management : the international … 64 (2017), pp. 91-106

Persistent link: https://www.econbiz.de/10011738392

On the nature of international sales and sales management research : a social network-analytic perspective

Schrock, Wyatt A.; Zhao, Yanhui; Richards, Keith A.; … - In: The journal of personal selling & sales management : JPSSM 38 (2018) 1, pp. 56-77

Persistent link: https://www.econbiz.de/10011936237

The international sales accelerator : a project management tool for improving sales performance in foreign target markets

Gerybadze, Alexander; Wiesenauer, Simone - 2018

There is a current research gap in the marketing and management literature regarding the setup of sales and distribution structures as well as the rollout in foreign target markets in order to establish countrywide presences. Due to this gap, we developed the International Sales Accelerator...

Persistent link: https://www.econbiz.de/10011842169

Integrated marketing communications at the marketing-sales interface ; Report No. 06-102

Smith, Timothy M.; Gopalakrishna, Srinath; Chatterjee, … - In: MSI reports : working paper series (2006) 1, pp. 45-68

Persistent link: https://www.econbiz.de/10003340369

The marketing-sales interface at the interface : creating market-based capabilities through organizational synergy

Hughes, Douglas E.; Le Bon, Joël; Malshe, Avinash - In: The journal of personal selling & sales management : JPSSM 32 (2012) 1, pp. 57-72

Persistent link: https://www.econbiz.de/10009505535

Sales-marketing interface in Saudi Arabia : a commentary

Rouziès, Dominique; Segalla, Michael - In: Journal of business research : JBR 65 (2012) 9, pp. 1298-1300

Persistent link: https://www.econbiz.de/10009562029

Influencing customer demand : an operations management approach

Hemmati, M. (ed.); Sajadieh, Mohsen Sheikh (ed.) - 2022 - First edition

"In today's competitive markets, considering the demand and the supply chain sides are crucial to keeping revenue and customer satisfaction maximized. Managing and planning demand play a vital role in the sustainability of a company. This is the first book to discuss managerial, mathematical,...