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Building customer relationships while achieving sales performance results : is listening the holy grail of sales?
Itani, Omar S.; Goad, Emily A.; Jaramillo, Fernando - In: Journal of business research : JBR 102 (2019), pp. 120-130
Persistent link: https://www.econbiz.de/10012103945
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Sales intra-functional flexibility : its relationship to performance and moderating effects on role stressors
Micevski, Milena; Dewsnap, Belinda; Cadogan, John W.; … - In: Journal of business research : JBR 104 (2019), pp. 552-562
Persistent link: https://www.econbiz.de/10012105194
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Selling relationship quality to increase salesperson performance in the pharmacy industry
Udayana, Ida Bagus Nyoman; Farida, Naili; Ardyan, Elia - In: International journal of services and operations management 33 (2019) 2, pp. 262-285
Persistent link: https://www.econbiz.de/10012106461
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How does a salesperson improve their performance? : the importance role of customer smart response capability
Aqmala, Diana; Ardyan, Elia - In: Gadjah Mada international journal of business 21 (2019) 2, pp. 223-241
Persistent link: https://www.econbiz.de/10012106904
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Which customers pay? : predicting value pre and post sales
Beirau, David - 2020
Persistent link: https://www.econbiz.de/10012107190
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Drivers of sales force equity in the service industry
Echchakoui, Saïd - In: Journal of retailing and consumer services 27 (2015), pp. 140-153
Persistent link: https://www.econbiz.de/10011388113
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The complex role of complexity : how service providers can mitigate negative effects of perceived service complexity when selling professional services
Mikolon, Sven; Kolberg, Anika; Haumann, Till; Wieseke, Jan - In: Journal of service research : JSR 18 (2015) 4, pp. 513-528
Persistent link: https://www.econbiz.de/10011392292
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Salesperson improvisation : antecedents, performance outcomes, and boundary conditions
Banin, Abena Yeboah; Boso, Nathaniel; Hultman, Magnus; … - In: Industrial marketing management : the international … 59 (2016), pp. 120-130
Persistent link: https://www.econbiz.de/10011622838
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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
Persistent link: https://www.econbiz.de/10011559972
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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
Persistent link: https://www.econbiz.de/10011563219