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Do bonus payments help enhance salesforce retention?
Joseph, Kissan; Kalwani, Manohar U. - 1992
Persistent link: https://www.econbiz.de/10000838860
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Customer centered selling : sales techniques for a new world economy
Jolles, Robert L. - 2009 - 2. ed.
Persistent link: https://www.econbiz.de/10003865451
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Strategic sales organizations : transformation challenges and facilitators within the sales-marketing interface
Malshe, Avinash - In: Journal of strategic marketing 17 (2009) 3/4, pp. 271-289
Persistent link: https://www.econbiz.de/10003887649
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Strategic sales organizations : transformation challenges and facilitators within the sales-marketing interface
Malshe, Avinash - In: Strategic sales and strategic marketing, (pp. 83-101). 2011
Persistent link: https://www.econbiz.de/10008798055
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Fundamentals of selling : customers for life through service
Futrell, Charles M. - 2011 - 12th ed
Persistent link: https://www.econbiz.de/10009010908
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Revolution in sales : the impact of social media and related technology on the selling environment
Marshall, Greg W.; Moncrief, William C.; Rudd, John M.; … - In: The journal of personal selling & sales management : JPSSM 32 (2012) 3, pp. 349-363
Persistent link: https://www.econbiz.de/10009579253
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Trends in optimization models of sales force management
Albers, Sönke; Raman, Kalyan; Lee, Nick - In: The journal of personal selling & sales management : JPSSM 35 (2015) 4, pp. 275-291
Persistent link: https://www.econbiz.de/10011415994
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Broadening the application of mixed methods in sales research
Johnson, Jeff S. - In: The journal of personal selling & sales management : JPSSM 35 (2015) 4, pp. 334-345
Persistent link: https://www.econbiz.de/10011416006
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Fundamentals of selling : customers for life through service
Futrell, Charles M. - 2014 - Thirteenth edition
"Fundamentals of Selling, 13e trains readers on a detailed, yet broad, step-by-step selling process that is universal … what they do on sales calls with prospects and customers. The goal of Fundamentals of Selling has always been to … demonstrate to students the order of steps within the selling process; provide numerous examples of what should be in each step …
Persistent link: https://www.econbiz.de/10009765419
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Examination of the individual competencies that differentiate results in direct sales
Sypniewska, Barbara A. - In: Contemporary economics 7 (2013) 1, pp. 83-100
The importance of knowledge and skills in meeting new challenges in production and distribution is particularly evident in today’s market, which is characterized by a saturation of products and strong competition. To be successful in the market, companies must stand out and be creative and...
Persistent link: https://www.econbiz.de/10009770333