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Measuring and managing a salesperson's future value to the firm
Kumar, V.; Sunder, Sarang; Leone, Robert P. - In: Journal of marketing research : JMR 51 (2014) 5, pp. 591-608
Persistent link: https://www.econbiz.de/10010489702
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Outward-looking and future-oriented customer value potential management : the sales force value appropriation role
Balboni, Bernardo; Terho, Harri - In: Industrial marketing management : the international … 53 (2016), pp. 181-193
Persistent link: https://www.econbiz.de/10011448275
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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
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Salesperson profitability in relationship marketing
Echchakoui, Said - In: Journal of modelling in management 9 (2014) 3, pp. 306-323
Persistent link: https://www.econbiz.de/10010463695
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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
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Customer lifetime value-based sales force control in the financial services industry : an incentive-compatible remuneration model
Heidemann, Julia; Kaiser, Marcus; Klier, Mathias; … - In: Journal of management control : Zeitschrift für … 23 (2012) 1, pp. 27-51
Persistent link: https://www.econbiz.de/10009631626
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Effectiveness of value calculators in B2B sales work : challenges at the sales-call level
Pöyry, Essi; Parvinen, Petri; Martens, Jonas - In: Journal of business research : JBR 126 (2021), pp. 350-360
Persistent link: https://www.econbiz.de/10012494256
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Selling today : partnering to create value
Manning, Gerald L.; Ahearne, Michael; Reece, Barry L. - 2018 - Fourteenth edition
Persistent link: https://www.econbiz.de/10011569873
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A new model for measuring salesperson lifetime value
Farías, Pablo; Torres, Eduardo; Mora Cortez, Roberto - In: The journal of business & industrial marketing 32 (2017) 2, pp. 274-281
Persistent link: https://www.econbiz.de/10011629533
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Sales force commissions in relationship marketing
Echchakoui, Said - In: Journal of modelling in management 12 (2017) 1, pp. 53-76
Persistent link: https://www.econbiz.de/10011673407