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B-to-B sales approaches
Gomez Macfarland, Hector - In: International business development : a concise textbook …, (pp. 177-195). 2021
Persistent link: https://www.econbiz.de/10012606634
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Erfolgsfaktoren des persönlichen Verkaufsgespräches : adaptives Verkaufen im Kundenkontakt
Tebbe, Cordula - 2000
Persistent link: https://www.econbiz.de/10001480801
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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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Why salespeople avoid big-whale sales opportunities
Xu, Juan; Borgh, Michel van der; Nijssen, E. J.; Lam, Son K. - In: Journal of marketing 86 (2022) 5, pp. 95-116
Persistent link: https://www.econbiz.de/10013390585
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Team Selling im industriellen Anlagengeschäft
Heger, Günther - In: Strategisches Personalmanagement in globalen Unternehmen, (pp. 239-251). 2001
Persistent link: https://www.econbiz.de/10001577833
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Multihoming users' preferences for two-sided exchange networks
Koh, Tat Koon; Fichman, Mark - In: Management information systems : mis quarterly 38 (2014) 4, pp. 977-996
Persistent link: https://www.econbiz.de/10010433240
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Business-to-Business-Marktplätze
Albers, Sönke; Ratschow, Olaf - In: eCRM - Electronic Customer Relationship Management : …, (pp. 229-255). 2001
Persistent link: https://www.econbiz.de/10001575450
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Vermarktung von Industriegütern im Zeitalter elektronischer Medien
Albers, Sönke; Ratschow, Olaf - 2001
Persistent link: https://www.econbiz.de/10001580498
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Predicting the Level of B2b E-Commerce in Industrial Organizations
Claycomb, Cindy - 2009
Business-to-business (B2B) e-commerce has gained insignificance throughout the business world, but little research has been doneregarding its viability, commercial potential, and impact on other businesses.This study investigates the firm, context, and innovation characteristics ofB2B...
Persistent link: https://www.econbiz.de/10013154208
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Cooperative behavior and information sharing in the e-commerce age
Pei, Zhi; Yan, Ruiliang - In: Industrial marketing management : the international … 76 (2019), pp. 12-22
Persistent link: https://www.econbiz.de/10011990709