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Hiring for sales success : the emerging importance of salesperson analytical skills
Peesker, Karen M.; Kerr, Peter D.; Bolander, Willy; … - In: Journal of business research : JBR 144 (2022), pp. 17-30
Persistent link: https://www.econbiz.de/10013184952
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Mehr Freiheit für Verkäufer
Adamson, Brent; Dixon, Matthew; Toman, Nicholas - In: Harvard-Business-Manager : das Wissen der Besten 35 (2013) 12, pp. 26-35
Persistent link: https://www.econbiz.de/10010205411
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It's a matter of congruence : how interpersonal identification between sales managers and salespersons shapes sales success
Ahearne, Michael; Haumann, Till; Kraus, Florian; … - In: Journal of the Academy of Marketing Science 41 (2013) 6, pp. 625-648
Persistent link: https://www.econbiz.de/10010209594
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Zooming in the impacts of merchants' participation in transformation from online flash sale to mixed sale e-commerce platform
Liu, Xiaoqian; Zhou, Yong-Wu; Shen, Yi; Ge, Chunmian; … - In: Information & management : the internat. journal of … 58 (2021) 2, pp. 1-18
Persistent link: https://www.econbiz.de/10012494909
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A multidimensional perspective of business-to-business sales success : a meta-analytic review
Ohiomah, Alhassan; Benyoucef, Morad; Andreev, Pavel - In: Industrial marketing management : the international … 90 (2020), pp. 435-452
Persistent link: https://www.econbiz.de/10012321908
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Deliberate learning as a strategic mechanism in enabling channel partner sales performance
Keeling, Debbie Isobel; Cox, David; Ruyter, Ko de - In: Industrial marketing management : the international … 90 (2020), pp. 113-123
Persistent link: https://www.econbiz.de/10012321920
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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
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Internal selling : antecedents and the importance of networking ability in converting internal selling behavior into salesperson performance
Liu, Yongmei; Hochstein, Bryan; Bolander, Willy; … - In: Journal of business research : JBR 117 (2020), pp. 176-188
Persistent link: https://www.econbiz.de/10012285563
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When time is sales : the impact of sales manager time allocation decisions on sales team performance
Rapp, Adam A.; Petersen, J. Andrew; Hughes, Douglas E.; … - In: Journal of personal selling & sales management : JPSSM 40 (2020) 2, pp. 132-148
Persistent link: https://www.econbiz.de/10012260101
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Salesforce management factors for successful new product launch
Fraenkel, Stefan; Haftor, Darek M.; Pashkevich, Natallia - In: Journal of business research : JBR 69 (2016) 11, pp. 5053-5058
Persistent link: https://www.econbiz.de/10011589127