Similar Search Results

The use of social media in sales : individual and organizational antecedents, and the role of customer engagement in social media

Guesalaga, Rodrigo - In: Industrial marketing management : the international … 54 (2016), pp. 71-79

Persistent link: https://www.econbiz.de/10011478719

Rhetoric in customer referencing : fortifying sales arguments in two start-up companies

Ruokolainen, Jari; Aarikka-Stenroos, Leena - In: Industrial marketing management : the international … 54 (2016), pp. 188-202

Persistent link: https://www.econbiz.de/10011478793

Social networks within sales organizations : their development and importance for salesperson performance

Bolander, Willy; Satornino, Cinthia B.; Hughes, Douglas E. - In: Journal of marketing 79 (2015) 6, pp. 1-16

Persistent link: https://www.econbiz.de/10011410739

Buyer loyalty in business markets : can the firm and salesperson get what they truly desire?

Wang, Guocai; Wang, Xiaoyan; Long, Yu; Wee, Chow Hou; … - In: Journal of business-to-business marketing 22 (2015) 3, pp. 197-210

Persistent link: https://www.econbiz.de/10011413358

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

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

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

The link between salespeople's job satisfaction and customer satisfaction in a business-to-business context : a dyadic analysis

Homburg, Christian; Stock-Homburg, Ruth - 2003

Persistent link: https://www.econbiz.de/10002512381

The impact of guanxi on ethical perceptions : the case of Taiwanese salespeople

Huang, Wen-yeh; Huang, Ching-yun; Dubinsky, Alan J. - In: Journal of business-to-business marketing 21 (2014) 1, pp. 1-17

Persistent link: https://www.econbiz.de/10010343533

The Role of Sales Presentations in Developing Customer Relationships

Hershey, Lewis - 2011

Personal selling and personal sales professionals use a number of tools to develop customer relationships. Among these, the sales presentation offers a number of advantages to the sales representative, including strategic advantages. Yet a review of the sales literature reveals that most...

Persistent link: https://www.econbiz.de/10013123743

A service of the

zbw