Evaluation of salespeople by the purchasing function : implications for the evolving role of salespeople
Bert Paesbrugghe, Deva Rangarajan, Bryan Hochstein, and Arun Sharma
| Year of publication: |
2020
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|---|---|
| Authors: | Paesbrugghe, Bert ; Rangarajan, Deva ; Hochstein, Bryan ; Sharma, Arun |
| Published in: |
Journal of personal selling & sales management : JPSSM. - London : Routledge, Taylor & Francis, ISSN 1557-7813, ZDB-ID 2068748-5. - Vol. 40.2020, 4, p. 289-305
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| Subject: | adaptive selling | buyer-seller relationship | purchasing | sales messaging | Verkaufspersonal | Salespeople | Verkauf | Selling | Lieferantenmanagement | Supplier relationship management | Beziehungsmarketing | Relationship marketing | Außendienst | Field sales force |
Online Resource
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1080/08853134.2020.1813590 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10012395131