Similar Search Results

How sales strategy translates into performance : the role of salesperson customer orientation and value-based selling

Terho, Harri; Eggert, Andreas; Haas, Alexander; Ulaga, … - In: Industrial marketing management : the international … 45 (2015), pp. 12-21

Persistent link: https://www.econbiz.de/10010530587

Fundamentals of selling : customers for life through service

Futrell, Charles M. - 2014 - Thirteenth edition

"Fundamentals of Selling, 13e trains readers on a detailed, yet broad, step-by-step selling process that is universal … what they do on sales calls with prospects and customers. The goal of Fundamentals of Selling has always been to … demonstrate to students the order of steps within the selling process; provide numerous examples of what should be in each step …

Persistent link: https://www.econbiz.de/10009765419

Storytelling during retail sales encounters

Gilliam, David A.; Zablah, Alex R. - In: Journal of retailing and consumer services 20 (2013) 5, pp. 488-494

Persistent link: https://www.econbiz.de/10009768987

Examination of the individual competencies that differentiate results in direct sales

Sypniewska, Barbara A. - In: Contemporary economics 7 (2013) 1, pp. 83-100

The importance of knowledge and skills in meeting new challenges in production and distribution is particularly evident in today’s market, which is characterized by a saturation of products and strong competition. To be successful in the market, companies must stand out and be creative and...

Persistent link: https://www.econbiz.de/10009770333