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Continuous techno-training and business-to-business salesperson success : how boosting techno-efficacy enhances sales effort and performance

Rayburn, Steven W.; Badrinarayanan, Vishag; Anderson, … - In: Journal of business research : JBR 133 (2021), pp. 66-78

Persistent link: https://www.econbiz.de/10012590168

Scientific selling : creating high-performance sales teams through applied psychology and testing

Martini, Nancy - 2012

"A truly scientific approach to measuring and improving sales performanceScientific Selling shows how statistically …-term sustainable sales results. Sales organizations that embrace applied psychology and testing become more competitive because they … personnel who have the personality and motivation to be successful.Scientific Selling includes more than a dozen specific …

Persistent link: https://www.econbiz.de/10013546960

Breaking the sales force incentive addiction : a balanced approach to sales force effectiveness

Zoltners, Andris A.; Sinha, Prabhakant; Lorimer, Sally E. - In: The journal of personal selling & sales management : JPSSM 32 (2012) 2, pp. 171-186

Persistent link: https://www.econbiz.de/10009552546

ProActive sales management : how to lead, motivate, and stay ahead of the game

Miller, William - 2001

Chapter 1 ProActive Sales Manager--Defining the New Breed of Sales Manager 1 -- Chapter 2 Sales Cultures and the Ability to Communicate Them 25 -- Chapter 3 Manage the Right Things--Time and People 43 -- Chapter 4 Finding and Recruiting the Best Sales Team 65 -- Chapter 5 Corrective Action 129...