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Sales force behavior, pricing information, and pricing decisions
Elmaghraby, Wedad; Jank, Wolfgang; Zhang, Shu; … - In: Manufacturing & service operations management : M & SOM 17 (2015) 4, pp. 495-510
Persistent link: https://www.econbiz.de/10011387989
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The Sales Sat Nav for Media Consultants : The Roadmap to More Revenue in the Sale of Advertising Materials
McKenna, Ricky - 2023
confirmed by the customer -- Just a few more meters - The offer presentation -- Attention danger course - Techniques for price …This book shows media salespeople the optimal sales process using a structured step-by-step guide: When using a sales …, such as objections or tactical price negotiations, but also shortcuts, such as recognizing early buying signals. After all …
Persistent link: https://www.econbiz.de/10014253052
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Customer-oriented salespeople's value creation and claiming in price negotiations
Kassemeier, Roland; Alavi, Sascha; Habel, Johannes; … - In: Journal of the Academy of Marketing Science 50 (2022) 4, pp. 689-712
Persistent link: https://www.econbiz.de/10013389228
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Relationship between sales force reputation and customer behavior : role of experiential value added by sales force
Echchakoui, Saïd - In: Journal of retailing and consumer services 28 (2016), pp. 54-66
Persistent link: https://www.econbiz.de/10011433763
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How sales managers can use salespeople's perceived attributes to monitor and motivate a sales force during relationship marketing
Echchakoui, Saïd; Ghilal, Rachid - In: European research on management and business economics 25 (2019) 2, pp. 99-104
during relationship marketing. This paper also demonstrates that optimal sales force compensation drives salespeople to …
Persistent link: https://www.econbiz.de/10012016639
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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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Thought self-leadership strategies and sales performance : integrating selling skills and adaptive selling behavior as missing links
Rakesh Singh; Kumar, Narendra; Puri, Sandeep - In: The journal of business & industrial marketing 32 (2017) 5, pp. 652-663
Persistent link: https://www.econbiz.de/10011692462
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Does the hierarchical position of the buyer make a difference? : the influence of perceived adaptive selling on customer satisfaction and loyalty in a business-to-business context
Román, Sergio; Martín, Pedro Juan - In: The journal of business & industrial marketing 29 (2014) 5, pp. 364-373
Persistent link: https://www.econbiz.de/10010393925
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Is advertising an underappreciated driver of sales growth in B2B markets? : theoretical perspectives and empirical evidence
Guenther, Miriam; Guenther, Peter - In: Industrial marketing management : the international … 87 (2020), pp. 76-89
Persistent link: https://www.econbiz.de/10012285136
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Understanding the impact of relationship disruptions
Schmitz, Christian; Frieß, Maximilian; Alavi, Sascha; … - In: Journal of marketing 84 (2020) 1, pp. 66-87
Persistent link: https://www.econbiz.de/10012176435