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Understanding sales enablement in complex B2B companies : uncovering similarities and differences in a cross-functional and multi-level case study
Lauzi, Fabian; Westphal, Jörg; Rangarajan, Deva; … - In: Industrial marketing management : the international … 108 (2023), pp. 47-64
Persistent link: https://www.econbiz.de/10014227527
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The ambivalent role of monetary sales incentives in service innovation selling
Alavi, Sascha; Böhm, Eva; Habel, Johannes; Wieseke, Jan; … - In: The journal of product innovation management : an … 39 (2022) 3, pp. 445-463
Persistent link: https://www.econbiz.de/10013187388
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Engaging a product-focused sales force in solution selling : interplay of individual- and organizational-level conditions
Salonen, Anna; Terho, Harri; Böhm, Eva; Virtanen, Ari; … - In: Journal of the Academy of Marketing Science 49 (2021) 1, pp. 139-163
Persistent link: https://www.econbiz.de/10012434091
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Drivers and outcomes of salespersons' value opportunity recognition competence in solution selling
Böhm, Eva; Eggert, Andreas; Terho, Harri; Ulaga, Wolfgang - In: Journal of personal selling & sales management : JPSSM 40 (2020) 3, pp. 180-197
Persistent link: https://www.econbiz.de/10012313072
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Selling value in business markets : individual and organizational factors for turning the idea into action
Terho, Harri; Eggert, Andreas; Ulaga, Wolfgang; Haas, … - In: Industrial marketing management : the international … 66 (2017), pp. 42-55
Persistent link: https://www.econbiz.de/10011775966