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Rhetoric in customer referencing : fortifying sales arguments in two start-up companies
Ruokolainen, Jari; Aarikka-Stenroos, Leena - In: Industrial marketing management : the international … 54 (2016), pp. 188-202
Persistent link: https://www.econbiz.de/10011478793
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Drivers of sales force equity in the service industry
Echchakoui, Saïd - In: Journal of retailing and consumer services 27 (2015), pp. 140-153
Persistent link: https://www.econbiz.de/10011388113
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Does the hierarchical position of the buyer make a difference? : the influence of perceived adaptive selling on customer satisfaction and loyalty in a business-to-business context
Román, Sergio; Martín, Pedro Juan - In: The journal of business & industrial marketing 29 (2014) 5, pp. 364-373
Persistent link: https://www.econbiz.de/10010393925
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The Role of Sales Presentations in Developing Customer Relationships
Hershey, Lewis - 2011
Personal selling and personal sales professionals use a number of tools to develop customer relationships. Among these … review of the sales literature reveals that most research on personal selling tools tends to view the sales presentation as a …
Persistent link: https://www.econbiz.de/10013123743
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A sequential logic model between sales performance and salesperson satisfaction in B2B markets
Rodríguez, Rocío; Høgevold, Nils; Otero-Neira, Carmen; … - In: The journal of business & industrial marketing 37 (2022) 1, pp. 180-194
Persistent link: https://www.econbiz.de/10012797127
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How small enterprises manage unexpected customer requests in B2B sales
Hänninen, Kai; Muhos, Matti; Haapasalo, Harri - In: International journal of entrepreneurship and small … 44 (2021) 4, pp. 452-469
Persistent link: https://www.econbiz.de/10012798994
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The role of salespeople in value co-creation and its impact on sales performance
Alnakhli, Hayam; Inyang, Aniefre Eddie; Itani, Omar S. - In: Journal of business-to-business marketing 28 (2021) 4, pp. 347-367
Persistent link: https://www.econbiz.de/10012802196
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Managing the sales transformation process in B2B : between human and digital
Corsaro, Daniela; Maggioni, Isabella - In: Italian journal of marketing : ITJM 2021 (2021) 1/2, pp. 25-56
Persistent link: https://www.econbiz.de/10012583869
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B-to-B sales approaches
Gomez Macfarland, Hector - In: International business development : a concise textbook …, (pp. 177-195). 2021
Persistent link: https://www.econbiz.de/10012606634
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Business-to-business salespeople and political skill : relationship building, deviance, and performance
Good, Megan C.; Schwepker, Charles H. <Jr.> - In: Journal of business research : JBR 139 (2022), pp. 32-43
Persistent link: https://www.econbiz.de/10013194145