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Value-based selling capability : antecedents and implications for B2B sales performance
Liu, Yanzhe; Zhao, Xiaoyu; Wang, Tao - In: Journal of business-to-business marketing 30 (2023) 4, pp. 395-418
Persistent link: https://www.econbiz.de/10014447809
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Salesperson rapport : a literature review and research agenda for an evolving digital sales process
Good, Valerie; Mangus, Stephanie M.; Pullins, Ellen - In: Journal of personal selling & sales management : JPSSM 43 (2023) 4, pp. 245-269
Persistent link: https://www.econbiz.de/10014447830
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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
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The impact of performance measurement diversity on customer-oriented selling behavior
Kerr, Peter D.; Franco-Santos, Monica - In: Industrial marketing management : the international … 110 (2023), pp. 56-67
Persistent link: https://www.econbiz.de/10014306694
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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
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How sales managers can use salespeople's perceived attributes to monitor and motivate a sales force during relationship marketing
Echchakoui, Saïd; Ghilal, Rachid - In: European research on management and business economics 25 (2019) 2, pp. 99-104
during relationship marketing. This paper also demonstrates that optimal sales force compensation drives salespeople to …
Persistent link: https://www.econbiz.de/10012016639
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Empathy and grit enhance customer oriented selling
Schwepker, Charles H. <Jr.>; Good, Megan C. - In: Journal of relationship marketing : innovations and … 23 (2024) 3, pp. 220-243
Persistent link: https://www.econbiz.de/10015049876
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How salespeople adapt communication of customer value propositions in business markets
Bischoff, Pirmin; Hogreve, Jens; Elgeti, Laura; … - In: Industrial marketing management : the international … 114 (2023), pp. 226-242
Persistent link: https://www.econbiz.de/10014433432
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Digital transformation of business-to-business sales : what needs to be unlearned?
Mattila, Malla; Yrjölä, Mika; Hautamäki, Pia - In: Journal of personal selling & sales management : JPSSM 41 (2021) 2, pp. 113-129
Persistent link: https://www.econbiz.de/10012584522
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Cross-selling performance in complex selling contexts : an examination of supervisory- and compensation-based controls
Schmitz, Christian; Lee, You-Cheong; Lilien, Gary L. - In: Journal of marketing 78 (2014) 3, pp. 1-19
Persistent link: https://www.econbiz.de/10010360457