Panagopoulos, Nikolaos G.; Avlonitis, George J. - 2009
, namely customer segmentation, customer prioritization/targeting, developing relationship objectives/selling models, and use … explaining its performance implications. For managers, the findings show that a well-crafted sales strategy pays off and to get … the most out of their sales strategy managers should (a) adopt a transformational leadership approach, (b) assess changes …