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Performance in B2B sales : an explanation of how channel management and communication influence a firm's performance
Maier, Günther - In: Naše gospodarstvo : NG 67 (2021) 3, pp. 38-48
Communication between seller and buyer is done through multiple channels. There are multiple ways to use technical media and channel selection to create more information, but does this lead to a better performance of a firm? Research on the impact of different marketing channels in the industry...
Persistent link: https://www.econbiz.de/10012664721
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The evolution of the sales process : relationship selling versus "the Challenger Sale"
Inks, Scott A.; Avila, Ramon A.; Talbert, George - In: Journal of global scholars of marketing science : … 29 (2019) 1, pp. 88-98
Persistent link: https://www.econbiz.de/10012257885
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Sales communication competence in international B2B solution selling
Koponen, Jonna; Julkunen, Saara; Asai, Akiko - In: Industrial marketing management : the international … 82 (2019), pp. 238-252
Persistent link: https://www.econbiz.de/10012128066
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Markt- und Produktmanagement : die Instrumente des technischen Vertriebs
Kleinaltenkamp, Michael (ed.); Plinke, Wulff (contributor) - 1999
Persistent link: https://www.econbiz.de/10000667810
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Special section on from strategy frameworks to value-in-use : implementing strategies and theories of B2B marketing and sales management
Parvinen, Petri; Möller, K. E. Kristian - In: Industrial marketing management : the international … 45 (2015), pp. 3-116
Persistent link: https://www.econbiz.de/10010530551
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Market orientation, distributor relationship, and return on assets : optimizing distribution performance for industrial firms
Guo, Chiquan; Wang, Yong Jian - In: Asia Pacific journal of marketing and logistics 28 (2016) 1, pp. 107-123
Persistent link: https://www.econbiz.de/10011529305
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Markt- und Produktmanagement : die Instrumente des Business-to-Business-Marketing
Kleinaltenkamp, Michael (ed.) - 2006 - 2., überarb. und erw. Aufl.
Persistent link: https://www.econbiz.de/10003263628
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Marketingmanagement Vertriebsmanagement
Hofmaier, Richard - 2014
Persistent link: https://www.econbiz.de/10010341982
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Adaptive selling in business-to-business markets : contextual boundary of a selling strategy from retailing
Cron, William L.; Alavi, Sascha; Habel, Johannes - In: Journal of personal selling & sales management : JPSSM 43 (2023) 2, pp. 117-127
Persistent link: https://www.econbiz.de/10014293077