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Debo, Laurens; van Ryzin, Garrett - 2011

Stock-outs convey information about the propensity of other consumers to purchase a product and this can increase the willingness of marginally interested consumers to buy. But in order to leverage stock-outs, firms must be able to capture the extra demand. We show how asymmetric inventory...

Persistent link: https://www.econbiz.de/10014177883

Linking Cause-Related Marketing to Sales Force Responses and Performance in a Direct Selling Context

Larson, Brian V.; Flaherty, Karen E.; Zablah, Alex R.; … - 2011

cognitive identification such that the effects are stronger for salespeople with lower levels of identification with the company …

Persistent link: https://www.econbiz.de/10014185786

Sales process as a service (SPAS) : development and validation of an extension to the shortened selling orientation-customer orientation (SOCO) score (SOCO-SPAS)

Ledinger, Stefan - In: Naše gospodarstvo : NG 68 (2022) 4, pp. 28-42

attitudes predispose salespeople for high perfor-mance remains elusive. In addition, the association between customer … for attitudes of salespeople. An extension of the 10-item SOCO score is developed through literature research in sales …. The extended score adds a dimension that tests whether professional salespeople consider the sales process as a service …

Persistent link: https://www.econbiz.de/10014246502

Is suggestive selling effective in increasing sales? : investigating its role in store promotion strategy using retail chain data from the U.S.

Pai, Dinesh Ramdas; Bhatt, Siddharth - In: Journal of marketing analytics : JMA 11 (2023) 1, pp. 32-40

Persistent link: https://www.econbiz.de/10014250026

Sales Enablement : Tools and Techniques for Modern Sales Organization

Kilian, Dietmar; Mirski, Peter; Lorenz, Britta - 2023

This book helps in building an optimally designed and customer-oriented sales organization. It places a special emphasis on purchasing decisions and leads to producing a decisive competitive advantage. The focus is on the sales enablement process as a holistic framework concept. It forms the...

Persistent link: https://www.econbiz.de/10014250257

Reducing salesperson turnover intentions via organizational market orientation and selective hiring : a job demand-resources approach

Fleming, David E.; Artis, Andrew B.; Harris, Eric G.; … - In: Journal of business-to-business marketing 29 (2022) 3/4, pp. 247-269

Persistent link: https://www.econbiz.de/10013417380

Verhandeln in Einkauf und Vertrieb : mit System zu besseren Konditionen und mehr Profit

Braun, Gerold - 2008 - 1. Aufl.

Souverän verhandelt besser -- Sicher Entscheidungen treffen und die Führung übernehmen -- Geben und Nehmen -- Das Verhandlungssystem -- Mit der richtigen Strategie ans Ziel -- Taktik — Den anderen geschickt beeinflussen -- Sofort-Programm: Die 7 goldenen Regeln für Verhandler.

Persistent link: https://www.econbiz.de/10013516923

Spitzenleistungen im Vertrieb : Optimierungen im Vertriebs- und Kundenmanagement

Dannenberg, Holger - 2008

Einleitung: Spitzenleistungen in Vertriebs- und Kundenmanagement -- Top-10-Erfolgsfaktoren für Spitzenleistungen im Vertrieb -- Excellence in Sales ist ein Thema für das gesamte Unternehmen -- Der Zusammenhang von Marketing- und Vertriebsstrategie -- Entwicklung von erfolgreichen...

Persistent link: https://www.econbiz.de/10013517173

Toward a contextualized understanding of inside sales : the role of sales development in effective lead funnel management

Terho, Harri; Salonen, Anna; Yrjänen, Meri - In: The journal of business & industrial marketing 38 (2023) 2, pp. 337-352

Persistent link: https://www.econbiz.de/10013539269

Single versus multiple salesforce go-to-market strategy : the impact of sales orientation on conflict, salesperson-owned loyalty and buyer-exit propensity

Anaza, Nwamaka A.; Rutherford, Brian N.; Wu, Gavin Jiayun; … - In: The journal of business & industrial marketing 38 (2023) 3, pp. 680-697

Persistent link: https://www.econbiz.de/10013539371