The role of a solutions salesperson : reducing uncertainty and fostering adaptiveness
Wolfgang Ulaga, Ajay Kumar Kohli
| Year of publication: |
February 2018
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|---|---|
| Authors: | Ulaga, Wolfgang ; Kohli, Ajay Kumar |
| 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. 69.2018, p. 161-168
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| Subject: | Business-to-business marketing | Customer solutions | Solution selling | B-to-B-Marketing | Verkaufspersonal | Salespeople | Leistungsbündel | Bundling strategy | Beziehungsmarketing | Relationship marketing | Lieferantenmanagement | Supplier relationship management | Verkauf | Selling | Risiko | Risk |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.indmarman.2017.11.008 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10011822564