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The ambidextrous sales force : aligning salesperson polychronicity and selling contexts for sales-service behaviors and customer value
Mullins, Ryan; Agnihotri, Raj; Hall, Zachary - In: Journal of service research 23 (2020) 1, pp. 33-52
Persistent link: https://www.econbiz.de/10012183583
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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
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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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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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How salespeople adapt communication of customer value propositions in business markets
Bischoff, Pirmin; Hogreve, Jens; Elgeti, Laura; … - In: Industrial marketing management : the international … 114 (2023), pp. 226-242
Persistent link: https://www.econbiz.de/10014433432
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The effect of inside sales and hybrid sales structures on customer value creation
Ramos, Carla; Claro, Danny Pimentel; Germiniano, Renato - In: Journal of business research : JBR 154 (2023), pp. 1-19
Persistent link: https://www.econbiz.de/10013468754
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Selling the value : perceptions of value from key stakeholders in university sales centers
Lastner, Matthew M.; Scribner, Lisa L.; Pelletier, Mark J. - In: Journal of global scholars of marketing science : … 33 (2023) 3, pp. 382-401
Persistent link: https://www.econbiz.de/10014319616
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Account Management Strategies in B2B Sales : Generating Customer Value and Building Sustainable Business Relationships - Methodology, Processes, Tools
Neeb, Hans-Peter - 2023
the long run. This book provides practical tools and a blueprint for salespeople to succeed and for managers to lead their …
Persistent link: https://www.econbiz.de/10013504735
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The interplay of word-of-mouth and customer value on B2B sales performance in a digital platform : an expectancy value theory perspective
Mai, Enping; Liao, Ying - In: The journal of business & industrial marketing 37 (2022) 7, pp. 1389-1401
Persistent link: https://www.econbiz.de/10013400108
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Gritting their teeth to close the sale : the positive effect of salesperson grit on job satisfaction and performance
Dugan, Riley; Hochstein, Bryan; Rouziou, Maria; … - In: Journal of personal selling & sales management 39 (2019) 1, pp. 81-101
Persistent link: https://www.econbiz.de/10012200858