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Transitioning from product to service-led growth in manufacturing firms : emergent challenges in selecting and managing the industrial sales force
Ulaga, Wolfgang; Loveland, James M. - In: Industrial marketing management : the international … 43 (2014) 1, pp. 113-125
Persistent link: https://www.econbiz.de/10010359368
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Dismantling the sales machine
Adamson, Brent; Dixon, Matthew; Toman, Nicholas - In: Harvard business review : HBR 91 (2013) 11, pp. 102-109
Persistent link: https://www.econbiz.de/10010196107
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Sales coordination and structural complexity : a national-international comparison
Rehme, Jakob; Kowalkowski, Christian; Nordigården, Daniel - In: The journal of business & industrial marketing 28 (2013) 6, pp. 514-522
Persistent link: https://www.econbiz.de/10009790079
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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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Utilization of relationship-oriented social media in the selling process : a comparison of consumer (B2C) and industrial (B2B) salespeople
Moore, Jesse N.; Hopkins, Christopher D.; Raymond, Mary Anne - In: Journal of internet commerce 12 (2013) 1/4, pp. 48-75
Persistent link: https://www.econbiz.de/10010248490
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Customer involvement in new product development in B2B : the role of sales
La Rocca, Antonella; Moscatelli, Paolo; Perna, Andrea; … - In: Industrial marketing management : the international … 58 (2016), pp. 45-57
Persistent link: https://www.econbiz.de/10011549366
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Linking thinking styles to sales performance : the importance of creativity and subjective knowledge
Goza, Mark D.; Locander, David A.; Howlett, Charles H. - In: Journal of business research : JBR 69 (2016) 10, pp. 4185-4193
Persistent link: https://www.econbiz.de/10011553953
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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
Introduction: the hardest part of selling solutions -- The dark side of customer consensus -- The mobilizer -- The art …
Persistent link: https://www.econbiz.de/10011458682
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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
Persistent link: https://www.econbiz.de/10011555611
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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...
Niedermeier, Keith E.; Wang, Emily; Zhang, Xiaohzan - In: Journal of research in interactive marketing : … 10 (2016) 1, pp. 33-49
Persistent link: https://www.econbiz.de/10011555619