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It's a matter of congruence : how interpersonal identification between sales managers and salespersons shapes sales success
Ahearne, Michael; Haumann, Till; Kraus, Florian; … - In: Journal of the Academy of Marketing Science 41 (2013) 6, pp. 625-648
Persistent link: https://www.econbiz.de/10010209594
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Building customer relationships while achieving sales performance results : is listening the holy grail of sales?
Itani, Omar S.; Goad, Emily A.; Jaramillo, Fernando - In: Journal of business research : JBR 102 (2019), pp. 120-130
Persistent link: https://www.econbiz.de/10012103945
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Sales badassery : kick ass, take names, crush the competition
Rumbauskas, Frank J. - 2019
Chapter 5: Sales Badasses Are Powerful To The Very End Chapter 6: Why "Selling" Is A Loser's Strategy Chapter 7: Boldness is …-no-prisoners approach to selling that transforms the salesperson not only into a businessperson equal to the prospect, but also gives the … yourself into an unstoppable sales powerhouse, taking no prisoners along the way. Best-selling author Frank Rumbauskas has …
Persistent link: https://www.econbiz.de/10012018531
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The role of non-financial measures in controlling myopic activities : the case of hard selling
Srinivasan, Dhinu; Thevaranjan, Alex - In: International journal of accounting, auditing and … 12 (2016) 2, pp. 103-130
Persistent link: https://www.econbiz.de/10011586333
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Computer assisted sales processes in automotive retailing
Taylor-West, Paul; Saker, Jim - In: International journal of retail & distribution management 40 (2012) 7, pp. 493-509
Persistent link: https://www.econbiz.de/10009572903
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Service leadership for adaptive selling and effective customer service teams
Wong, Alfred Y.; Liu, Ying; Tjosvold, Dean - In: Industrial marketing management : the international … 46 (2015), pp. 122-131
Persistent link: https://www.econbiz.de/10011286971
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When sales managers and salespeople disagree in the appreciation for their firm : the phenomenon of organizational identification tension
Kraus, Florian; Haumann, Till; Ahearne, Michael; … - In: Journal of retailing 91 (2015) 3, pp. 486-515
Persistent link: https://www.econbiz.de/10011377066
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Panacea or paradox? : the moderating role of ethical climate
Tanner, Emily C.; Tanner, John F.; Wakefield, Kirk - In: The journal of personal selling & sales management : JPSSM 35 (2015) 2, pp. 175-190
Persistent link: https://www.econbiz.de/10010527058
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The impact of job satisfaction, adaptive selling behaviors and customer orientation on salesperson’s performance : exploring the moderating role of selling experience
Singh, Ramendra; Das, Gopal - In: The journal of business & industrial marketing 28 (2013) 7, pp. 554-564
Persistent link: https://www.econbiz.de/10010125761
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The impact of salesperson credibility-building statements on later stages of the sales encounter
Arndt, Aaron; Evans, Kenneth R.; Landry, Timothy D.; … - In: The journal of personal selling & sales management : JPSSM 34 (2014) 1, pp. 19-32
Persistent link: https://www.econbiz.de/10010338159