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A competency model for entry level business-to-business services salespeople
Lambert, Brian; Plank, Richard E.; Reid, David A.; … - In: Services marketing quarterly 35 (2014) 1, pp. 84-103
Persistent link: https://www.econbiz.de/10010346087
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Clarifying the influence of emotional intelligence on salesperson performance
Kadic-Maglajlic, Selma; Vida, Irena; Obadia, Claude; … - In: The journal of business & industrial marketing 31 (2016) 7, pp. 877-888
Persistent link: https://www.econbiz.de/10011564122
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The sales manager as a unit of analysis : a review and directions for future research
Plank, Richard E.; Reid, David A.; Koppitsch, Steven E.; … - In: The journal of personal selling & sales management : JPSSM 38 (2018) 1, pp. 78-91
Persistent link: https://www.econbiz.de/10011936254
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Dimensions of effective sales coaching : scale development and validation
Nguyen, Carlin A.; Artis, Andrew B.; Plank, Richard E.; … - In: Journal of personal selling & sales management : JPSSM 39 (2019) 3, pp. 299-315
Persistent link: https://www.econbiz.de/10012200890
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Examining the use of sales force management practices
Reid, David A.; Plank, Richard E.; Peterson, Robert M.; … - In: The journal of business & industrial marketing 32 (2017) 7, pp. 974-986
Persistent link: https://www.econbiz.de/10011773576