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International sales and the middleman : managing your agents and distributors

Griffin, John P. - 2009 - 2. rev. ed.

Persistent link: https://www.econbiz.de/10009361580

Druck und Stress im Vertrieb positiv nutzen : So steigern Sie berufliche Performance und Lebensqualität

Trilling, Thomas - 2012

Persistent link: https://www.econbiz.de/10009601074

Does the performance of other functions in the frontline influence salesperson conflict?

Arndt, Aaron D.; Karande, Kiran; Harkins, Jason - In: International Journal of Retail & Distribution Management 40 (2012) 9, pp. 717-736

specialists who do not directly sell, called servicers, is examined and it is found that salespeople perceive less cross …‐sell additional goods and/or services to customers, called cross‐sellers, is evaluated and it is found that salespeople perceive more … informal, were examined. Practical implications – The results indicate that salespeople view the performance of each type of …

Persistent link: https://www.econbiz.de/10014803592

Modeling specialty store customers’ buy/no-buy decisions

Goudge, Darrell; Good, Megan C.; Hyman, Michael R.; … - In: International Journal of Retail & Distribution Management 45 (2017) 12, pp. 1260-1276

competitive marketplace where buyers can avoid salespeople, the focus of a sales interaction should be on identifying customer …

Persistent link: https://www.econbiz.de/10014804326

Next Level Sales Coaching : How to Build a Sales Team That Stays, Sells, and Succeeds

Johnson, Steve - 2020

- Examples -- Review and Plan Meeting Tips -- Chapter 5: Goal‐Setting Meetings -- Why Salespeople Miss Expectations. …

Persistent link: https://www.econbiz.de/10012252654

The Power of Understanding People : The Key to Strengthening Relationships, Increasing Sales, and Enhancing Organizational Performance

Mitchell, Dave - 2013 - 1. Aufl.

excellenceContains conflict resolution strategies, including how to effectively work out differences within a team, between work units …

Persistent link: https://www.econbiz.de/10011830372

Managing for sales results : a fast-action guide for finding, coaching, and leading salespeople

Marks, Ron - 2008

This book looks at various methods for recruiting salespeople, from the traditional to the radical, and shows you how …

Persistent link: https://www.econbiz.de/10012673949

The zero-turnover sales force : how to maximize revenue by keeping your sales team intact

McLeod, Doug - 2010

There's no question about it…Sales force turnover can be disastrous to the financial health of an organization, whatever its size, whatever its products or services. With a salesperson's exit often costing at least 150% of that employee's annual compensation, a high rate of turnover can...

Persistent link: https://www.econbiz.de/10012674188

Women at Work : Tupperware, Passion Parties, and Beyond

Williams, L. Susan - 2014

Do Tupperware parties and Mary Kay sales empower individual women, or do they exploit personal relationships for corporate gain? Looking through the overlapping lenses of gender, work, and culture, Susan Williams and Michelle Bemiller critically explore the world of party plan sales. The authors...

Persistent link: https://www.econbiz.de/10012680209

Sales Leadership : The Essential Leadership Framework to Coach Sales Champions, Inspire Excellence and Exceed Your Business Goals

Rosen, Keith - 2018

Consultative Sales Coach -- The Secret to Making Top Salespeople Great Managers -- The Best Leaders-And Salespeople …

Persistent link: https://www.econbiz.de/10011923980