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Rapport building in B2B sales...
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Industrial marketing management : the international journal for industrial and high-tech firms
687
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Business-to-Business-Kommunikation : neue Entwicklungen im B-to-B-Marketing
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Psychology & marketing
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European journal of operational research : EJOR
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Führung von Vertriebsorganisationen : Strategie - Koordination - Umsetzung
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Innovation in pricing : contemporary theories and best practices
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Investitionsgüter- und High-Tech-Marketing (ITM) : erprobte Instrumentarien, Erfolgsbeispiele, Problemlösungen
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Management science : journal of the Institute for Operations Research and the Management Sciences
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Business horizons
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ECONIS (ZBW)
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Showing
1
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7,519
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1
Rapport building in authentic B2B sales interaction
Kaski, Timo
;
Niemi, Jarkko
;
Pullins, Ellen
- In:
Industrial marketing management : the international …
69
(
2018
),
pp. 235-252
Persistent link: https://www.econbiz.de/10011822589
Saved in:
2
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
Saved in:
3
Utilization of relationship-oriented social media in the
selling
process : a comparison of consumer (B2C) and industrial (B2B) salespeople
Moore, Jesse N.
;
Hopkins, Christopher D.
;
Raymond, Mary Anne
- In:
Journal of internet commerce
12
(
2013
)
1/4
,
pp. 48-75
Persistent link: https://www.econbiz.de/10010248490
Saved in:
4
Value-based sales process adaption in business relationships
Viio, Paul
;
Grönroos, Christian
- In:
Industrial marketing management : the international …
43
(
2014
)
6
,
pp. 1085-1095
Persistent link: https://www.econbiz.de/10010410579
Saved in:
5
How buyer-seller relationship orientation affects adaptation of sales processes to the buying process
Viio, Paul
;
Grönroos, Christian
- In:
Industrial marketing management : the international …
52
(
2016
),
pp. 37-46
Persistent link: https://www.econbiz.de/10011447488
Saved in:
6
How small enterprises manage unexpected customer requests in B2B sales
Hänninen, Kai
;
Muhos, Matti
;
Haapasalo, Harri
- In:
International journal of entrepreneurship and small …
44
(
2021
)
4
,
pp. 452-469
Persistent link: https://www.econbiz.de/10012798994
Saved in:
7
Salespeople's work toward the institutionalization of social
selling
practices
Schmitt, Laurianne
;
Casenave, Eric
;
Pallud, Jessie
- In:
Industrial marketing management : the international …
96
(
2021
),
pp. 183-196
Persistent link: https://www.econbiz.de/10013194572
Saved in:
8
Organisational and environmental indicators of B2B sales performance
Høgevold, Nils M.
;
Rodríguez, Rocío
;
Svensson, Gøran
; …
- In:
Marketing intelligence & planning
40
(
2022
)
1
,
pp. 33-56
Persistent link: https://www.econbiz.de/10013172882
Saved in:
9
Effectiveness of value calculators in B2B sales work : challenges at the sales-call level
Pöyry, Essi
;
Parvinen, Petri
;
Martens, Jonas
- In:
Journal of business research : JBR
126
(
2021
),
pp. 350-360
Persistent link: https://www.econbiz.de/10012494256
Saved in:
10
Communication preferences of business-to-business buyers for receiving initial sales messages : a comparison of media channel selection theories
Anders, Abram D.
;
Coleman, Joshua T.
;
Castleberry, …
- In:
International journal of business communication : IJBC …
57
(
2020
)
3
,
pp. 370-400
Persistent link: https://www.econbiz.de/10012229563
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