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Effect of salespeople's acquisition-retention trade-off on performance

Carter, Robert E.; Henderson, Conor M.; Arroniz, Inigo; … - In: The journal of personal selling & sales management : JPSSM 34 (2014) 2, pp. 91-111

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The impact of salespeople's social media adoption on customer acquisition performance : a contextual perspective

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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

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Precursors and outcomes of satisfaction in seller-customer business relationships : a sales perspective

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How sales managers can use salespeople's perceived attributes to monitor and motivate a sales force during relationship marketing

Echchakoui, Saïd; Ghilal, Rachid - In: European research on management and business economics 25 (2019) 2, pp. 99-104

sales managers that, with a customer survey, they can use perceived sales force attributes to monitor and motivate employees … during relationship marketing. This paper also demonstrates that optimal sales force compensation drives salespeople to …

Persistent link: https://www.econbiz.de/10012016639