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Investigating sales approaches and gender in customer relationships

Wood, John Andy; Johnson, Julie; Boles, James S.; … - In: The journal of business & industrial marketing 29 (2014) 1, pp. 11-23

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Lean customer engagement

Niyogi, Shil - 2016

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Customer involvement in new product development in B2B : the role of sales

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Contemporary selling : building relationships, creating value

Johnston, Mark W.; Marshall, Greg W. - 2016 - Fifth edition

Preface -- What is contemporary selling? -- Introduction to contemporary selling -- Understanding sellers and buyers … -- Value creation in buyer¿seller relationships -- Ethical and legal issues in contemporary selling -- Crm, sales technologies …, and sales analytics -- Elements of the contemporary selling process -- Prospecting and sales call planning …

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The challenger customer : selling to the hidden influencer who can multiply your results

Adamson, Brent; Dixon, Matthew; Spenner, Pat; Toman, Nick - 2015

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The convergence of interactive marketing and personal selling and sales management

Cummins, Shannon (ed.); Peltier, James (ed.); … - 2016

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Exploring buyer-seller dyadic perceptions of technology and relationships : implications for Sales 2.0

Rocco, Richard A.; Bush, Alan J. - In: Journal of research in interactive marketing : … 10 (2016) 1, pp. 17-32

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The use of social media among business-to-business sales professionals in China : how social media helps create and solidify guanxi relationships between sales professionals and cu...

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Key account management : selling? : providing services? ... : or both?

Ivens, Björn Sven; Niersbach, Barbara; Pardo, Catherine - In: Marketing review St. Gallen : Marketingfachzeitschrift … 32 (2015) 6, pp. 70-78

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Identifying effective hunters and farmers in the salesforce: a dispositional–situational framework

DeCarlo, Thomas E.; Lam, Son K. - In: Journal of the Academy of Marketing Science 44 (2016) 4, pp. 415-439

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