Similar Search Results

Why are you really losing sales opportunities? : a buyers' perspective on the determinants of key account sales failures

Friend, Scott B.; Curasi, Carolyn Folkman; Boles, James S. - In: Industrial marketing management : the international … 43 (2014) 7, pp. 1124-1135

Persistent link: https://www.econbiz.de/10010439596

Sales failure : a review and future research directions

McGowan, Phillip - In: International journal of logistics : research and … 24 (2021) 1, pp. 23-50

Persistent link: https://www.econbiz.de/10012424778

Sales coordination and structural complexity : a national-international comparison

Rehme, Jakob; Kowalkowski, Christian; Nordigården, Daniel - In: The journal of business & industrial marketing 28 (2013) 6, pp. 514-522

Persistent link: https://www.econbiz.de/10009790079

Influence tactics, relational conditions, and key account managers' performance

Liu, Yi; Huang, Ying; Fan, Hua - In: Industrial marketing management : the international … 73 (2018), pp. 220-231

Persistent link: https://www.econbiz.de/10011904736

What comprises a successful key account manager? : differences in the drivers of sales performance between key account managers and regular salespeople

Hengstebeck, Berenika B.; Kassemeier, Roland; Wieseke, Jan - In: Industrial marketing management : the international … 106 (2022), pp. 392-404

Persistent link: https://www.econbiz.de/10014226538

Fail fast, sell well : the contingent impact of failing fast on salesperson performance

Friend, Scott B.; Ranjan, Kumar Rakesh; Johnson, Jeff S. - In: Industrial marketing management : the international … 82 (2019), pp. 265-275

Persistent link: https://www.econbiz.de/10012128080

Multiple identification Foci and their countervailing effects on salespeople's negative headquarters stereotypes

Wieseke, Jan; Kraus, Florian; Ahearne, Michael; … - In: Journal of marketing 76 (2012) 3, pp. 1-20

Persistent link: https://www.econbiz.de/10009778044

Antecedents and performance outcomes of value-based selling in sales teams : a multilevel, systems theory of motivation perspective

Mullins, Ryan; Mengüç, Bülent; Panagopoulos, Nikolaos G. - In: Journal of the Academy of Marketing Science 48 (2020) 6, pp. 1053-1074

Persistent link: https://www.econbiz.de/10012386852

Political skill of B to B sales team as a dynamic capability : a strategic resource perspective

Castillo-Alarcón, Rony; Valenzuela-Fernández, Leslier - In: Journal of business-to-business marketing 31 (2024) 2, pp. 197-223

Persistent link: https://www.econbiz.de/10014574581

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 …: look-alike models, digital lead generation, data analysis of people networks, predictive selling, automation The author …

Persistent link: https://www.econbiz.de/10013504735

1
2
3
4
5
6
7
8
9
10
Next
Last