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Sales compensation plan type and sales opportunity coverage : "double-edged" sword effects on sales performance

Claro, Danny Pimentel; Plouffe, Christopher R.; Vieira, … - In: Industrial marketing management : the international … 113 (2023), pp. 153-167

Persistent link: https://www.econbiz.de/10014433584

What comprises a successful key account manager? : differences in the drivers of sales performance between key account managers and regular salespeople

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Entrepreneurial strategy-making, corporate entrepreneurship preparedness and entrepreneurial sales actions : improving B2B sales performance

Edwards, John; Miles, Morgan P.; D'Alessandro, Steven; … - In: Journal of business research : JBR 157 (2023), pp. 1-9

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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

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Orchestration of value : the role of customer success managers within sales ecosystems

Goad, Emily A.; Chase, Kevin S.; Brauer, David B.; … - In: European journal of marketing 58 (2024) 3, pp. 756-781

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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 …