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Empathy and grit enhance customer oriented selling

Schwepker, Charles H. <Jr.>; Good, Megan C. - In: Journal of relationship marketing : innovations and … 23 (2024) 3, pp. 220-243

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Pricing and the sales force

Hinterhuber, Andreas (contributor); … - 2016

pt. 1. Introduction -- pt. 2. Building key capabilities -- pt. 3. Engaging the sales force -- pt. 4. Designing effective sales processes -- pt. 5. Aligning sales force incentives and building the infrastructure.

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The importance of corporate and salesperson expertise and trust in building loyal business-to-business relationships in China

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The impact of in-store sales personnel's altruistic behaviors on store image : a cross-category study in Japan

Nakamori, Takafumi; Newell, Stephen J.; Han, Bernard T.; … - In: The international review of retail, distribution and … 34 (2024) 1, pp. 33-51

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