Multiple parties behind and across the table : a role-play simulation of parallel, competitive order negotiations for training B2B sales professionals
Ingmar Geiger, Lena Bischoff, Thilo Vogler
| Year of publication: |
2022
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| Authors: | Geiger, Ingmar ; Bischoff, Lena ; Vogler, Thilo |
| Published in: |
Industrial marketing management : the international journal for industrial and high-tech firms. - New York, NY [u.a.] : Elsevier, ISSN 0019-8501, ZDB-ID 120124-4. - Vol. 103.2022, p. 170-182
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| Subject: | Competitive negotiation | Negotiation role-play | Purchasing | Sales training | Supplier days | Training simulation | Simulation | Verhandlungen | Negotiations | Lieferantenmanagement | Supplier relationship management | Betriebliches Bildungsmanagement | Employer-provided training | B-to-B-Marketing | Business-to-business marketing | Berufsbildung | Vocational training | Verkauf | Selling |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.indmarman.2022.03.014 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10013255672