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The journal of personal selling & sales management (28)
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1
Book / Working Paper 		"Fire sales - what can be done about them?" : on systemic risks in financial markets
Year:                     
2012
Person:  Buchholz, Lucas
Publisher:  Witten : Univ. Witten, Herdecke, Wirtschaftswiss. Fak.
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2
Book / Working Paper 		What great salespeople do : the science of selling through emotional connection and the power of story
Year:                     
2012
Person:  Bosworth, Michael; Zoldan, Ben
Publisher:  New York [u.a.] : McGraw-Hill
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3
Article 		Building a winning sales force in B2B markets : a managerial perspective
Year:                     
2012
Person:  Zoltners, Andris A.; Sinha, Prabhakant; Lorimer, Sally E.
Published in:  Handbook on business-to-business marketing
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4
Article 		Marketing education and acculturation in the early twentieth century : evidence from Polish language texts on selling and salesmanship
Year:                     
2012
Person:  Witkowski, Terrence H.
Published in:  Journal of historical research in marketing ; 4
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5
Book / Working Paper 		Einfach mehr Umsatz : Finanzverkauf mit Abschlussgarantie
Year:                     
2012
Person:  Künzl, Michael
Publisher:  Wiesbaden : Gabler
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6
Article 		What makes sales presentations effective : a buyer-seller perspective
Year:                     
2012
Person:  Cicala, John E.; Smith, Rachel K.; Bush, Alan J.
Published in:  The journal of business & industrial marketing ; 27
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7
Book / Working Paper 		Sales and distribution management
Year:                     
2012
Person:  Panda, Tapan K.; Sahadev, Sunil
Publisher:  Delhi [u.a.] : Oxford University Press
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8
Article 		Exploding Web 3.0 and Web 2.0 for sales processes definition
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9
Book / Working Paper 		Selling today : partnering to create value
Year:                     
c 2012
Person:  Manning, Gerald L.; Ahearne, Michael; Reece, Barry L.
Publisher:  Boston [u.a.] : Pearson
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10
Article 		Designing Multiperson Tournaments with Asymmetric Contestants: An Experimental Study
Year:                     
2011
Person:  Chen, Hua; Ham, Sung H.; Lim, Noah
Institution:  Institute for Operations Research and the Management Sciences - INFORMS
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11
Article 		Imparting negative news to salespeople
Year:                     
2011
Person:  Dubinsky, Alan J.; Kim, Juyoung; Lee, Sanghyun
Published in:  Psychology & marketing ; 28
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12
Book / Working Paper 		Growth or bust! : proven turnaround strategies to grow your business ; game-changing secrets from a leading corporate strategist
Year:                     
c 2011
Person:  Faust, Mark
Publisher:  Pompton Plains, NJ : Career Press
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13
Article 		Lean Management - Lean Sales Process : Konzeption zur systematischen Einführung eines idealen Verkaufsprozesses, basierend auf dem Lean Management Methoden im Verkauf und Marketing, für den Groz-Beckert Konzern
Year:                     
2011
Person:  Schmid, Joachim
Published in:  Integriertes Key-Account-Management
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14
Article 		Analyse der Erfolgsfaktoren im persönlichen Verkauf : Identifikation der Optimierungspotentiale im persönlichen Verkauf am POS
Year:                     
2011
Person:  Faust, Sandra
Published in:  Facetten des Konsumenten- und Käuferverhaltens in Theorie und Praxis
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15
Book / Working Paper 		Asymmetrische Wissensverteilung und abweichendes Verhalten : Auswirkungen von Wissens- und Informationsvorsprüngen auf die Auftrittswahrscheinlichkeit abweichenden Verhaltens am Beispiel der Vermittlung von Versicherungen
Year:                     
2011
Person:  Wohlfeld, Michael
Publisher:  München : AVM
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16
Book / Working Paper 		Act like a sales pro : how to command the business stage and dramatically increase your sales with proven acting techniques
Year:                     
c 2011
Person:  Hansen, Julie
Publisher:  Pompton Plains, NJ : Career Press
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17
Book / Working Paper 		The social media sales revolution : the new rules for finding customers, building relationships, and closing more sales through online networking
Year:                     
c 2011
Person:  Chase, Landy; Knebl, Kevin
Publisher:  New York, NY [u.a.] : McGraw-Hill
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18
Article 		Sequential sales of similar assets : the law of one price and real estate
Year:                     
2011
Affiliated person:  Munneke, Henry; Ooi, Joseph T. L.; Sirmans, C. F.; Turnbull, Geoffrey K.
Published in:  Journal of regional science ; 51
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19
Book / Working Paper 		Win/loss reviews : a new knowledge model for competitive
Year:                     
c 2011
Person:  Marcet, Rick
Publisher:  Hoboken, NJ : Wiley
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20
Article 		Asymmetric auctions with resale : an experimental study
Year:                     
2011
Person:  Georganas, Sotiris; Kagel, John
Published in:  Journal of economic theory ; 146
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21
Book / Working Paper 		Consultative selling : the Hanan formula for high-margin sales at high levels
Year:                     
c 2011
Person:  Hanan, Mack
Publisher:  New York, NY [u.a.] : AMACOM
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22
Book / Working Paper 		The sales growth imperative : how world class sales organizations successfully manage the four stages of sales growth
Year:                     
2011
Person:  Cichelli, David J.
Publisher:  New York, NY [u.a.] : McGraw-Hill
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23
Book / Working Paper 		Sales management control strategies in banking : strategic fit and performance impact
Year:                     
2011
Person:  Mueller, Florian
Publisher:  Wiesbaden : Gabler
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24
Book / Working Paper 		Sales management : a multinational perspective
Year:                     
2011
Publisher:  Basingstoke [u.a.] : Palgrave Macmillan
Affiliated person:  Guenzi, Paolo
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25
Article 		Neuro Sales : mehr Verkaufserfolg durch Hirnforschung?
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26
Article 		Zusammenarbeit von Verkauf und Marketing : reloaded
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27
Article 		Verkauf in schwierigen Zeiten
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28
Book / Working Paper 		Strategic sales and strategic marketing
Year:                     
2011
Publisher:  London [u.a.] : Routledge
Affiliated person:  Lane, Nikala
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29
Article 		Strategizing the sales organization
Year:                     
2011
Person:  Lane, Nikala; Piercy, Nigel
Published in:  Strategic sales and strategic marketing
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30
Article 		Collaboration between sales and marketing, market orientation and business performance in business-to-business organisations
Year:                     
2011
Person:  Le Meunier-FitzHugh, Kenneth; Lane, Nikala
Published in:  Strategic sales and strategic marketing
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31
Article 		Strategic sales organizations : transformation challenges and facilitators within the sales-marketing interface
Year:                     
2011
Person:  Malshe, Avinash
Published in:  Strategic sales and strategic marketing
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32
Article 		An enterprise-wide strategic stakeholder approach to sales ethics
Year:                     
2011
Person:  Ferrell, Linda; Ferrell, Odies Collins
Published in:  Strategic sales and strategic marketing
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33
Article 		The implication of lean operations for sales strategy : from sales-force to marketing-force
Year:                     
2011
Person:  Piercy, Niall; Rich, Nick
Published in:  Strategic sales and strategic marketing
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34
Article 		Strategic alignment for sales organization transformation
Year:                     
2011
Person:  LaForge, Raymond W.; Ingram, Thomas N.; Cravens, David W.
Published in:  Strategic sales and strategic marketing
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35
Article 		Searching for strategy in sales
Year:                     
2011
Person:  Lane, Nikala
Published in:  Strategic sales and strategic marketing
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36
Article 		The impact of aligned rewards and senior manager attitudes on conflict and collaboration between sales and marketing
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37
Article 		Verkaufskomplexität : Phänomen, Auswirkungen und Gestaltung
Year:                     
2011
Person:  Belz, Christian; Schmitz, Christian
Published in:  Customer Management : Vertriebs- und Servicekonzepte der Zukunft
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38
Article 		Global virtual sales teams (GVSTs) : a conceptual framework of the influence of intellectual and social capital on effectiveness
Year:                     
2011
Person:  Badrinarayanan, Vishag; Madhavaram, Sreedhar; Granot, Elad
Published in:  The journal of personal selling & sales management ; 31
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39
Article 		Exploring the relationship between market orientation and sales and marketing collaboration
Year:                     
2011
Person:  Le Meunier-FitzHugh, Kenneth; Piercy, Nigel F.
Published in:  The journal of personal selling & sales management ; 31
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40
Article 		Organizational drivers of salespeople's customer orientation and selling orientation
Year:                     
2011
Person:  Guenzi, Paolo; De Luca, Luigi M.; Troilo, Gabriele
Published in:  The journal of personal selling & sales management ; 31
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41
Article 		Buyer-seller interactions in mature industrial markets : blurring the relational-transactional selling dichotomy
Year:                     
2011
Person:  Geiger, Susi; Finch, John
Published in:  The journal of personal selling & sales management ; 31
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42
Article 		Cultural intelligence in cross-cultural selling : propositions and directions for future research
Year:                     
2011
Affiliated person:  Hansen, John D.; Singh, Tanuja; Weilbaker, Dan C.; Guesalaga, Rodrigo
Published in:  The journal of personal selling & sales management ; 31
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43
Article 		Internationalizing sales research : current status, opportunities, and challenges
Year:                     
2011
Affiliated person:  Panagopoulos, Nikolaos G.; Lee, Nick; Pullins, Ellen Bolman; Avlonitis, George J.; Brassier, Pascal
Published in:  The journal of personal selling & sales management ; 31
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44
Article 		Forced sales and house prices
Year:                     
2011
Person:  Campbell, John Y.; Giglio, Stefano; Pathak, Parag
Published in:  The American economic review ; 101
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45
Article 		On the relationship between property price, time-on-market, and photo depictions in a multiple listing service
Year:                     
2011
Person:  Benefield, Justin D.; Cain, Christopher L.; Johnson, Ken H.
Published in:  The journal of real estate finance and economics ; 43
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46
Article 		The limited-service brokerage decision : theory and evidence
Year:                     
2011
Person:  Wiley, Jonathan A.; Zumpano, Leonard V.; Benefield, Justin D.
Published in:  The journal of real estate finance and economics ; 43
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47
Article 		The optimal choice for lenders facing defaults : short sale, foreclose, or REO
Year:                     
2011
Person:  Clauretie, Terrence M.; Daneshvary, Nasser
Published in:  The journal of real estate finance and economics ; 42
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48
Book / Working Paper 		Slow down, sell faster! : understand your customer's buying process and maximize your sales
Year:                     
c 2011
Person:  Davis, Kevin
Publisher:  New York [u.a.] : AMACOM
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49
Book / Working Paper 		Sales force management
Year:                     
c 2011
Person:  Johnston, Mark W.; Marshall, Greg W.
Publisher:  New York, NY : McGraw-Hill Irwin
Affiliated person:  Churchill, Gilbert A.; Ford, Neil M.; Walker, Orville C.
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50
Book / Working Paper 		From a good sales call to a great sales call : close more by doing what you do best
Year:                     
c 2011
Person:  Schroder, Richard M.
Publisher:  New York : McGraw-Hill
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