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Performance in B2B sales : an explanation of how channel management and communication influence a firm's performance
Maier, Günther - In: Naše gospodarstvo : NG 67 (2021) 3, pp. 38-48
the impact of different marketing channels in the industry regarding performance factors remains scarce. The performance …
Persistent link: https://www.econbiz.de/10012664721
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To go or not to go for the sell : regulatory focus and personal sales performance
Hamstra, Melvyn R.W.; Rietzschel, Eric F.; Groeneveld, … - In: Journal of personnel psychology 14 (2015) 2, pp. 109-112
Persistent link: https://www.econbiz.de/10011594141
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Building customer relationships while achieving sales performance results : is listening the holy grail of sales?
Itani, Omar S.; Goad, Emily A.; Jaramillo, Fernando - In: Journal of business research : JBR 102 (2019), pp. 120-130
Persistent link: https://www.econbiz.de/10012103945
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Dimensions of effective sales coaching : scale development and validation
Nguyen, Carlin A.; Artis, Andrew B.; Plank, Richard E.; … - In: Journal of personal selling & sales management : JPSSM 39 (2019) 3, pp. 299-315
Persistent link: https://www.econbiz.de/10012200890
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Measuring and testing the impact of interpersonal mentalizing skills on retail sales performance
Gabler, Colin B.; Vieira, Valter Afonso; Senra, Karin B.; … - In: Journal of personal selling & sales management : JPSSM 39 (2019) 3, pp. 222-237
Persistent link: https://www.econbiz.de/10012200876
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Salesperson improvisation : antecedents, performance outcomes, and boundary conditions
Banin, Abena Yeboah; Boso, Nathaniel; Hultman, Magnus; … - In: Industrial marketing management : the international … 59 (2016), pp. 120-130
Persistent link: https://www.econbiz.de/10011622838
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Developing benchmarks to capture relative performance for sales force incentives decisions : lessons from B2B insurance industry
Agnihotri, Raj; Zhang, Wei - In: Industrial marketing management : the international … 92 (2021), pp. 55-71
Persistent link: https://www.econbiz.de/10012490935
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The direct effect of B2B sellers' skills on relative and absolute sales performance : a dual measurement approach
Rodríguez, Rocío; Høgevold, Nils M.; Otero-Neira, Carmen - In: Journal of organizational change management 36 (2023) 1, pp. 64-85
Persistent link: https://www.econbiz.de/10014280492
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Sales ambidexterity and performance : a behavioral paradigm through the Career Stage framework
Giovannetti, Marta - In: Italian journal of marketing : ITJM 2023 (2023) 4, pp. 471-501
Persistent link: https://www.econbiz.de/10014461347
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The state of lead scoring models and their impact on sales performance
Wu, Migao; Andreev, Pavel; Benyoucef, Morad - In: Information technology and management 25 (2024) 1, pp. 69-98
Persistent link: https://www.econbiz.de/10014501063