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Sales communication competence in international B2B solution selling

Koponen, Jonna; Julkunen, Saara; Asai, Akiko - In: Industrial marketing management : the international … 82 (2019), pp. 238-252

Persistent link: https://www.econbiz.de/10012128066

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

Advancing social media driven sales research : establishing conceptual foundations for B-to-B social selling

Ancillai, Chiara; Terho, Harri; Cardinali, Silvio; … - In: Industrial marketing management : the international … 82 (2019), pp. 293-308

Persistent link: https://www.econbiz.de/10012128082

On conceptualizing, measuring, and managing augmented technology use in business-to-business sales contexts

Hunter, Gary K. - In: Journal of business research : JBR 105 (2019), pp. 201-213

Persistent link: https://www.econbiz.de/10012128500

Aligning marketing and sales in multi-channel marketing : compensation design for online lead generation and offline sales conversion

Banerjee, Somnath; Bhardwaj, Pradeep - In: Journal of business research : JBR 105 (2019), pp. 293-305

Persistent link: https://www.econbiz.de/10012128510

Emotionale Intelligenz und Verkaufsperformance : eine Untersuchung direkter und indirekter Effekte im Business-to-Business-Umfeld

Zehetner, Andreas - 2019

Persistent link: https://www.econbiz.de/10012034561

Displays in food retailing : an evaluation from a sales perspective

Diederichs, Lorenz; Göbl, Martin - In: Journal of Applied Leadership and Management 6 (2018), pp. 47-65

Purpose: Marketing literature has previously and repeatedly outlined the positive sales effects of displays in food retailing. Therefore, its increasing usage and space allocation is not surprising. Although the promised sales increases of more than 400% should result in even higher usage rates....

Persistent link: https://www.econbiz.de/10012028884

Sales Badassery : Kick Ass. Take Names. Crush the Competition

Rumbauskas, Frank J - 2019

Professionals -- A Modern-Day Warrior -- The Man without a Smile -- Selling versus Negotiating: The Importance of Power -- Let … Good Clothes, Revisited -- Limiting Beliefs Common to Salespeople -- 5 Sales Badasses Are Powerful to the Very End -- A … Primer on Negotiating -- What Is Power in Sales? -- Power in Negotiation -- Keys to Power and Sales Success -- 6 Why Selling …

Persistent link: https://www.econbiz.de/10012032707

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

The role of lead management systems in inside sales performance

Ohiomah, Alhassan; Andreev, Pavel; Benyoucef, Morad; … - In: Journal of business research : JBR 102 (2019), pp. 163-177

Persistent link: https://www.econbiz.de/10012103956