Salespeople as knowledge brokers : a review and critique of the challenger sales model
Adam Rapp, Daniel G. Bachrach, Nikolaos Panagopoulos and Jessica Ogilvie
| Year of publication: |
2014
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|---|---|
| Authors: | Rapp, Adam ; Bachrach, Daniel G. ; Panagopoulos, Nikolaos ; Ogilvie, Jessica |
| Published in: |
The journal of personal selling & sales management : JPSSM. - Philadelphia, PA : Taylor & Francis Group, LLC, ISSN 0885-3134, ZDB-ID 901152-3. - Vol. 34.2014, 4, p. 245-259
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| Subject: | Challenger Sales model | sales training | customer orientation | solution selling | salesperson knowledge | insight selling | Verkaufspersonal | Salespeople | Verkauf | Selling | Beziehungsmarketing | Relationship marketing | Wissensmanagement | Knowledge management | B-to-B-Marketing | Business-to-business marketing | Vertrieb | Physical distribution | Wissenstransfer | Knowledge transfer | Absatz | Sales |
| Extent: | graph. Darst. |
|---|---|
| Type of publication: | Article |
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10010431573