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Revolution in sales : the impact of social media and related technology on the selling environment
Marshall, Greg W.; Moncrief, William C.; Rudd, John M.; … - In: The journal of personal selling & sales management : JPSSM 32 (2012) 3, pp. 349-363
Persistent link: https://www.econbiz.de/10009579253
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Building a winning sales force in B2B markets : a managerial perspective
Zoltners, Andris A.; Sinha, Prabhakant; Lorimer, Sally E. - In: Handbook of business-to-business marketing, (pp. 521-538). 2012
Persistent link: https://www.econbiz.de/10009500123
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Advancing sales performance research : a focus on five underresearched topic areas
Evans, Kenneth R.; McFarland, Richard G.; Dietz, Bart; … - In: The journal of personal selling & sales management : JPSSM 32 (2012) 1, pp. 89-105
Persistent link: https://www.econbiz.de/10009505522
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A Job Demands-Resources (JD-R) perspective on new product selling : a framework for future research
Zablah, Alex R.; Chonko, Lawrence B.; Bettencourt, Lance A. - In: The journal of personal selling & sales management : JPSSM 32 (2012) 1, pp. 73-87
Persistent link: https://www.econbiz.de/10009505532
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Thirtieth anniversary special issue: Creating the future for sales and sales management research
2012
Persistent link: https://www.econbiz.de/10009505544
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Sales force training evaluation
Tan, Kim; Newman, Eric - In: Journal of business & economics research 10 (2012) 2, pp. 105-109
Persistent link: https://www.econbiz.de/10009507081
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What makes sales presentations effective : a buyer-seller perspective
Cicala, John E.; Smith, Rachel Korfhage; Bush, Alan J. - In: The journal of business & industrial marketing 27 (2012) 2, pp. 78-88
Persistent link: https://www.econbiz.de/10009511748
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Technology usage and sales teams : a multilevel analysis of the antecedents of usage
Weinstein, Luke; Mullins, Ryan - In: The journal of personal selling & sales management : JPSSM 32 (2012) 2, pp. 245-259
Persistent link: https://www.econbiz.de/10009552527
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Performance trends and salesperson evaluations : the moderating roles of evaluation task, managerial risk propensity, and firm strategic orientation
Barone, Michael J.; DeCarlo, Thomas E. - In: The journal of personal selling & sales management : JPSSM 32 (2012) 2, pp. 207-223
Persistent link: https://www.econbiz.de/10009552539
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Transformational leadership : managing the twenty-first century sales force
Smith, Brent; Andras, Trina Larsen; Rosenbloom, Bert - In: Psychology & marketing 29 (2012) 6, pp. 434-444
Persistent link: https://www.econbiz.de/10009554786