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"It's almost like taking the sales out of selling" : towards a conceptualization of value-based selling in business markets
Terho, Harri; Haas, Alexander; Eggert, Andreas; Ulaga, … - In: Industrial marketing management : the international … 41 (2012) 1, pp. 174-185
Persistent link: https://www.econbiz.de/10009513191
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An empirical study on the impact of two types of goal orientation and salesperson perceived obsolescence on adaptive selling
Chai, Junwu; Zhao, Guangzhi; Babin, Barry J. - In: The journal of personal selling & sales management : JPSSM 32 (2012) 2, pp. 261-273
Persistent link: https://www.econbiz.de/10009552525
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All pain, no gain? : why adopting sales force automation tools is insufficient for performance improvement
Jelinek, Ronald - In: Business horizons 56 (2013) 5, pp. 635-642
Persistent link: https://www.econbiz.de/10010125815
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Sales quotas : unintended consequences on trust in organization, customer-oriented selling, and sales performance
Schwepker, Charles H. <Jr.>; Good, David J. - In: Journal of marketing theory and practice 20 (2012) 4, pp. 437-452
Persistent link: https://www.econbiz.de/10009688898
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Handbuch Außendienst : Kundengewinnung und Kundenbindung, Gebietsmanagement und Verkaufsstrategien, Verkaufspsychologie und Preisgespräche
Behle, Christine; Vom Hofe, Renate - 2014 - 4., aktualisierte Aufl.
Persistent link: https://www.econbiz.de/10010351072
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It's a matter of congruence : how interpersonal identification between sales managers and salespersons shapes sales success
Ahearne, Michael; Haumann, Till; Kraus, Florian; … - In: Journal of the Academy of Marketing Science 41 (2013) 6, pp. 625-648
Persistent link: https://www.econbiz.de/10010209594
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Exploring the impact of sales technology on salesperson performance : a task-based approach
Eggert, Andreas; Serdaroglu, Murat - In: Journal of marketing theory and practice 19 (2011) 2, pp. 169-185
Persistent link: https://www.econbiz.de/10008989402
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Interpersonal trust in commercial relationships : antecedents and consequences of customer trust in the salesperson
Guenzi, Paolo; Georges, Laurent - In: European journal of marketing : EJM 44 (2010) 1/2, pp. 114-138
Persistent link: https://www.econbiz.de/10003949200
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Hedging their bets : a longitudinal study of the trade-offs between task and contextual performance in a sales organization
Guidice, Rebecca M.; Mero, Neal P. - In: The journal of personal selling & sales management : JPSSM 32 (2012) 4, pp. 451-471
Persistent link: https://www.econbiz.de/10009680324
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The role of top management in developing a customer-oriented sales force
Chakrabarty, Subhra; Brown, Gene; Widing, Robert E. - In: The journal of personal selling & sales management : JPSSM 32 (2012) 4, pp. 437-449
Persistent link: https://www.econbiz.de/10009680329