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The role of salespeople in value co-creation and its impact on sales performance

Alnakhli, Hayam; Inyang, Aniefre Eddie; Itani, Omar S. - In: Journal of business-to-business marketing 28 (2021) 4, pp. 347-367

Persistent link: https://www.econbiz.de/10012802196

Managing the sales transformation process in B2B : between human and digital

Corsaro, Daniela; Maggioni, Isabella - In: Italian journal of marketing : ITJM 2021 (2021) 1/2, pp. 25-56

Persistent link: https://www.econbiz.de/10012583869

Continuous techno-training and business-to-business salesperson success : how boosting techno-efficacy enhances sales effort and performance

Rayburn, Steven W.; Badrinarayanan, Vishag; Anderson, … - In: Journal of business research : JBR 133 (2021), pp. 66-78

Persistent link: https://www.econbiz.de/10012590168

B-to-B sales approaches

Gomez Macfarland, Hector - In: International business development : a concise textbook …, (pp. 177-195). 2021

Persistent link: https://www.econbiz.de/10012606634

A measurement model of the dimensions and types of informal organizational control : an empirical test in a B2B sales context

Malek, Stacey L.; Sarin, Shikhar; Jaworski, Bernard J. - In: International journal of research in marketing : IJRM ; … 39 (2022) 2, pp. 415-442

Persistent link: https://www.econbiz.de/10013271759

Business-to-business salespeople and political skill : relationship building, deviance, and performance

Good, Megan C.; Schwepker, Charles H. <Jr.> - In: Journal of business research : JBR 139 (2022), pp. 32-43

Persistent link: https://www.econbiz.de/10013194145

Salespeople's work toward the institutionalization of social selling practices

Schmitt, Laurianne; Casenave, Eric; Pallud, Jessie - In: Industrial marketing management : the international … 96 (2021), pp. 183-196

Persistent link: https://www.econbiz.de/10013194572

Performance in B2B sales : an explanation of how channel management and communication influence a firm's performance

Maier, Günther - In: Naše gospodarstvo : NG 67 (2021) 3, pp. 38-48

Communication between seller and buyer is done through multiple channels. There are multiple ways to use technical media and channel selection to create more information, but does this lead to a better performance of a firm? Research on the impact of different marketing channels in the industry...

Persistent link: https://www.econbiz.de/10012664721

Organisational and environmental indicators of B2B sales performance

Høgevold, Nils M.; Rodríguez, Rocío; Svensson, Gøran; … - In: Marketing intelligence & planning 40 (2022) 1, pp. 33-56

Persistent link: https://www.econbiz.de/10013172882

Value of Inside Sales Reps in the Presence of Outside Sales Rep in Business-to-Business Selling

Shi, Huanhuan - 2020

Many business-to-business (B2B) selling situations involve outside sales (OS) representatives (reps) interfacing with … have auxiliary roles. Perhaps for this reason, the economic value of IS reps for the B2B IS-OS selling process has received …

Persistent link: https://www.econbiz.de/10012830506