Purpose The purpose of this paper is to explore the role of senior managers in managing intra-and inter …-structured interviews were conducted in Jordan with endogenous and Western firms. Findings Top/senior managers play a significant role in … novel setting in one particular region of the world, which is the Middle East. Practical implications Arab senior managers …

This book provides employees and managers in sales with a clearly defined process for building sustainable business … make it easier for customers to buy, and it can be instrumental in helping account managers in B2B increase their sales in … the long run. This book provides practical tools and a blueprint for salespeople to succeed and for managers to lead their …