Why are you really losing sales opportunities? : a buyers' perspective on the determinants of key account sales failures
Scott B. Friend; Carolyn F. Curasi; James S. Boles; Danny N. Bellenger
| Year of publication: |
2014
|
|---|---|
| Authors: | Friend, Scott B. ; Curasi, Carolyn Folkman ; Boles, James S. ; Bellenger, Danny N. |
| 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. 43.2014, 7, p. 1124-1135
|
| Subject: | Sales failure | Key account management | Qualitative research | Sales performance | Key-Account-Management | Verkauf | Selling | Verkaufspersonal | Salespeople | Absatz | Sales | Lieferantenmanagement | Supplier relationship management | B-to-B-Marketing | Business-to-business marketing |
| 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/10010439596