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Engaging business customers through online experiences in different cultures
Weiger, Welf Hermann - In: Journal of international marketing 31 (2023) 3, pp. 59-79
Persistent link: https://www.econbiz.de/10014368373
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A competency model for entry level business-to-business services salespeople
Lambert, Brian; Plank, Richard E.; Reid, David A.; … - In: Services marketing quarterly 35 (2014) 1, pp. 84-103
Persistent link: https://www.econbiz.de/10010346087
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Serviceorientierung und partnerschaftliches Handeln im B2B-Vertrieb
Kittinger, Alexander - 2010
Gesättigte Märkte, austauschbare Produkte und Dienstleistungen sowie steigende Kundenansprüche bilden die Herausforderungen für Verkäufer. Eine grundlegende Änderung im Denken und Handeln von Verkäufern und Managern in Richtung Kunden- und Serviceorientierung entscheidet über den Erfolg....
Persistent link: https://www.econbiz.de/10014425078
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Does polychronicity among sales employees develop B2B service recovery? : a dual assessment through ambidextrous leadership
Ahmad, Bilal; Yuan, Jingbo; Akhtar, Nadeem; Waheed, Abdul - In: Asia Pacific journal of marketing and logistics 35 (2023) 11, pp. 2785-2807
Persistent link: https://www.econbiz.de/10014430285
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Identifying aggressive versus ethical sales supervision in B2B service recovery : a multilevel perspective
Ahmad, Bilal; Liu, Da; Akhtar, Nadeem; Akbar, Muhammad … - In: Asia Pacific journal of marketing and logistics 34 (2022) 10, pp. 2331-2349
Persistent link: https://www.econbiz.de/10013553003
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Serviceorientierung und partnerschaftliches Handeln im B2B-Vertrieb
Kittinger, Alexander - 2010 - 1. Aufl.
Persistent link: https://www.econbiz.de/10008667202
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Customer relationship management and the sales force
Leigh, Thomas W. - In: The Oxford handbook of strategic sales and sales management, (pp. 344-373). 2011
Persistent link: https://www.econbiz.de/10008991481
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Commentary on "Storytelling by the sales force and its effect on buyer-seller exchange"
Lacoste, Sylvie; La Rocca, Antonella - In: Industrial marketing management : the international … 46 (2015), pp. 143-146
Persistent link: https://www.econbiz.de/10011286966
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Durapro : driving sales through distribution channel
Mukherjee, Jaydeep - In: Vision : the journal of business perspective 18 (2014) 1, pp. 55-60
Persistent link: https://www.econbiz.de/10011334283
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The effects of the salesperson's characteristics on buyer-seller relationships
Choi, Yonghoon; Huang, Ying; Sternquist, Brenda J. - In: The journal of business & industrial marketing 30 (2015) 5, pp. 616-625
Persistent link: https://www.econbiz.de/10011339832