customer relationships by solving customer problems and selling firm performance. Design/methodology/approach – Hypotheses were …‐oriented sales management programs, firm market and learning orientation, adaptive selling, and salesperson customer orientation …

Purpose – In the years since Saxe and Weitz developed a scale to measure the selling orientation and customer …

seeks to explore one aspect of the key account manager's internal selling role which has not been addressed before … selling duties. Design/methodology/approach – The research uses the critical incident technique together with an interpretive … selling are that, while carrying out their internal selling duties, rather than adopting a single managerial style or single …

A great deal has been written about the importance of marketers evolving into more relationship‐oriented selling …

the personal selling process. Results demonstrate that attendee quality, attendee quantity and measuring trade show … impact positively all aspects of the personal selling process, the exhibitor′s ability to establish goodwill with customers … would significantly improve relative to all other personal selling dimensions. Additionally, significant improvements to …

Examines the impact of selling behaviors on performance. The time spent actually selling and servicing clients is shown … esteem for selling and service, and a higher extrinsic reward orientation are antecendents to behaviors that relate to higher …