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Hunting for new customers : assessing the drivers of effective salesperson prospecting and conversion
Gopalakrishna, Srinath; Crecelius, Andrew T.; Patil, … - In: Journal of business research : JBR 149 (2022), pp. 916-926
Persistent link: https://www.econbiz.de/10013325729
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Darauf kommt es bei Verkauf und Service an! : Entscheidungsprozesse vor und nach dem Automobilverkauf ; Studie
Wagner, Erwin (contributor) - MultiPart Garantie AG <Ringsheim>; MultiPart Garantie AG - 2006
Persistent link: https://www.econbiz.de/10003477552
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Relationship between sales force reputation and customer behavior : role of experiential value added by sales force
Echchakoui, Saïd - In: Journal of retailing and consumer services 28 (2016), pp. 54-66
Persistent link: https://www.econbiz.de/10011433763
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Rhetoric in customer referencing : fortifying sales arguments in two start-up companies
Ruokolainen, Jari; Aarikka-Stenroos, Leena - In: Industrial marketing management : the international … 54 (2016), pp. 188-202
Persistent link: https://www.econbiz.de/10011478793
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Comparative versus noncomparative sales pitches : impact on new product buying behaviors and moderating role of buyerseller relationship
Dianoux, Christian; Herrmann, Jean-Luc; Chakroun, Ridha; … - In: The journal of applied business research 31 (2015) 4, pp. 1508-1518
Persistent link: https://www.econbiz.de/10011350496
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The complex role of complexity : how service providers can mitigate negative effects of perceived service complexity when selling professional services
Mikolon, Sven; Kolberg, Anika; Haumann, Till; Wieseke, Jan - In: Journal of service research : JSR 18 (2015) 4, pp. 513-528
Persistent link: https://www.econbiz.de/10011392292
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The impact of sales contests on customer listening : an empirical study in a telesales context
Koehl, Maryse; Poujol, Juliet F.; Tanner, John F. - In: The journal of personal selling & sales management : JPSSM 36 (2016) 3, pp. 281-293
Persistent link: https://www.econbiz.de/10011565556
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Estimating the impact of interacting with sales representatives on customer-specific revenue and churn behavior
Eizenberg, Alon - In: Quantitative marketing and economics : QME 14 (2016) 4, pp. 325-351
Persistent link: https://www.econbiz.de/10011639979
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Private sales clubs : a 21st century distribution channel
Betancourt, Roger R.; Chocarro, Raquel; Cortiñas, Monica; … - In: Journal of interactive marketing : a quarterly … 37 (2017), pp. 44-56
Persistent link: https://www.econbiz.de/10011658343
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Relationship building in the firnaical services marketplace : the importance of personal selling
Crittenden, Victoria Lynn; Crittenden, William F.; … - In: Journal of financial services marketing : JFSM 19 (2014) 2, pp. 74-84
Persistent link: https://www.econbiz.de/10010497781