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Salesperson knowledge sourcing inside the vendor organization : examining the performance-relationship continuum given selected boundary conditions

Volpers, Stephan; Schroeder, Curtis S.; Hochstein, Bryan W. - In: Industrial marketing management : the international … 118 (2024), pp. 212-230

Persistent link: https://www.econbiz.de/10014531700

Team selling : a review, implications, and an agenda for sales team research

Rapp, Adam; Rapp, Tammy - In: Journal of personal selling & sales management : JPSSM 43 (2023) 4, pp. 289-306

Persistent link: https://www.econbiz.de/10014447832

Quiet sellers : when introversion drives salesperson performance

Chaker, Nawar N.; Habel, Johannes; Hartmann, Nathaniel N.; … - In: Journal of retailing 100 (2024) 3, pp. 456-474

Persistent link: https://www.econbiz.de/10015065360

Building effective inside-outside sales rep dyads : a collaboration perspective

Shi, Huanhuan; Sridhar, Shrihari; Grewal, Rajdeep - In: Journal of the Academy of Marketing Science 52 (2024) 3, pp. 835-858

Persistent link: https://www.econbiz.de/10015047985

Scientific selling : creating high-performance sales teams through applied psychology and testing

Martini, Nancy - 2011 - Online-Ausg.

SELLING 20 The Changing Nature of Selling 21 The Crisis in Sales Management 24 The Advent of Scientific Selling 29 CHAPTER 2 … of Sales Process 49 Evolution of Sales Skills 51 Limitations of "Solution Selling" 52 The Selling Skills Assessment Tool … PROCESS 128 Customer Focused Selling 128 Process Stage #1: Applying the "Open" Skill 130 Process Stage #2: Applying the …

Persistent link: https://www.econbiz.de/10012600460

Die 200 besten Checklisten für Verkaufsleiter : Planung und Steuerung der Verkaufsarbeit; Auswahl, Training und Motivation der Mitarbeiter; Leistungssteigerung, Konfliktbewältigung...

Detroy, Erich-Norbert; Behle, Christine; Vom Hofe, Renate - 2007 - 3., aktualisierte und erw. Aufl.

Persistent link: https://www.econbiz.de/10003456600

Virtual humans as co-workers : a novel methodology to study peer effects

Gürerk, Özgür; Bönsch, Andrea; Kittsteiner, Thomas; … - In: Journal of behavioral and experimental economics 78 (2019), pp. 17-29

Persistent link: https://www.econbiz.de/10012240244

Compensation and peer effects in competing sales teams

Chan, Tat; Li, Jia; Pierce, Lamar - In: Management science : journal of the Institute for … 60 (2014) 8, pp. 1965-1984

Persistent link: https://www.econbiz.de/10010403593

Working in a post covid-19 world : towards a conceptual framework for distributed work

Henry, Michael S.; Le Roux, Daniel B.; Parry, Douglas A. - In: South African journal of business management 52 (2021) 1, pp. 1-11

Purpose: Against the backdrop of the increased prevalence of telework practices as a result of Covid-19, the purpose of the present article is to address the conceptual confusion, overlap and ambiguity characterising much of the published literature in this domain through the development of an...

Persistent link: https://www.econbiz.de/10012600183

Virtual reality in marketing communication : the impact on the message, technology and offer perception - empirical study

Grudzewski, Filip; Awdziej, Marcin; Mazurek, Grzegorz; … - In: Economics and business review 4 (2018) 3, pp. 36-50

Persistent link: https://www.econbiz.de/10011918902