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isPartOf:"ERIM report series research in management"
~isPartOf:"Führung von Vertriebsorganisationen : Strategie - Koordination - Umsetzung"
~isPartOf:"Journal of personal selling & sales management"
~isPartOf:"Vision : the journal of business perspective"
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Search: subject_exact:"Sales management"
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Selling
78
Verkauf
78
Salespeople
53
Verkaufspersonal
53
Beziehungsmarketing
14
Relationship marketing
14
B-to-B-Marketing
11
Business-to-business marketing
11
sales performance
11
Digitalisierung
10
Digitization
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Lieferantenmanagement
10
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sales management
9
Absatz
6
Arbeitsgruppe
6
Erfolgsfaktor
6
Führungsstil
6
Leadership style
6
Sales
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Success factor
6
Team
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personal selling
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Außendienst
5
Field sales force
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Performance-Messung
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adaptive selling
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Bibliometrics
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Alavi, Sascha
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Dugan, Riley
5
Belz, Christian
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Habel, Johannes
4
Pullins, Ellen
4
Agnihotri, Raj
3
Badrinarayanan, Vishag
3
Chaker, Nawar N.
3
Lorimer, Sally E.
3
Rangarajan, Deva
3
Rouziou, Maria
3
Sahay, Dharmendra
3
Schmitz, Christian
3
Shastri, Arun
3
Sinha, Prabhakant
3
Zoltners, Andris A.
3
Ambrose, Scott C.
2
Basu, Anirban
2
Bolander, Willy
2
Cron, William L.
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Dannenberg, Holger
2
Deeter-Schmelz, Dawn R.
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Dhall, Punyaslok
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2
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Gabler, Colin B.
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Good, Valerie
2
Guba, Jan Helge
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Krafft, Manfred
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Le Bon, Joël
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Lee, You-Cheong
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Madhavaram, Sreedhar
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Mukherjee, Jaydeep
2
Nerdinger, Friedemann W.
2
Rutherford, Brian N.
2
Verbeke, Willem J. M. I.
2
Vieira, Valter Afonso
2
Wieseke, Jan
2
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1
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ERIM report series research in management
Führung von Vertriebsorganisationen : Strategie - Koordination - Umsetzung
Journal of personal selling & sales management
Vision : the journal of business perspective
Industrial marketing management : the international journal for industrial and high-tech firms
122
The journal of personal selling & sales management : JPSSM
111
Journal of business research : JBR
56
The journal of business & industrial marketing
43
SpringerLink / Bücher
32
Journal of the Academy of Marketing Science
29
Journal of marketing
27
Journal of marketing education : JME
24
The journal of real estate finance and economics
20
Journal of business-to-business marketing
16
Journal of retailing and consumer services
16
European journal of marketing : EJM
15
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
14
Discussion paper / Centre for Economic Policy Research
13
European journal of operational research : EJOR
13
Journal of strategic marketing
13
Harvard business review : HBR
12
Management science : journal of the Institute for Operations Research and the Management Sciences
12
European journal of marketing
10
Journal of business ethics : JOBE
10
Journal of marketing research : JMR
10
NBER working paper series
10
Working paper / National Bureau of Economic Research, Inc.
10
Business horizons
9
Journal of retailing
9
Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences
9
Sales management : a multinational perspective
9
Springer eBook Collection
9
The Oxford handbook of strategic sales and sales management
9
Europäische Hochschulschriften / 5
8
International journal of production economics
8
Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS
8
Marketing review St. Gallen : Marketingfachzeitschrift für Theorie & Praxis
8
Asia Pacific journal of marketing and logistics
7
International journal of industrial organization
7
Managerial and decision economics : MDE ; the international journal of research and progress in management economics
7
Marketing letters : a journal of research in marketing
7
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ECONIS (ZBW)
80
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1
Toward a shared leadership environment : insights into retail salespeople's work environment
Berg, Alexandra Martina van der
;
Foege, Johann Nils
; …
- In:
Journal of personal selling & sales management
42
(
2022
)
2
,
pp. 121-138
Persistent link: https://www.econbiz.de/10013361666
Saved in:
2
Developing a digital maturity model for the sales processes of industrial projects
Voß, Marleen
;
Jaspert, David
;
Ahlfeld, Christian
; …
- In:
Journal of personal selling & sales management
44
(
2024
)
1
,
pp. 7-28
Persistent link: https://www.econbiz.de/10014515160
Saved in:
3
Benefits, discounts, features, and value as communication foci in selling : exploring concepts, drivers, and outcomes
Klarmann, Martin
;
Wouters, Marc
- In:
Journal of personal selling & sales management
43
(
2023
)
1
,
pp. 46-64
Persistent link: https://www.econbiz.de/10014293059
Saved in:
4
Trust repair after a sales manager error
Nelson, Christopher A.
;
Walsh, Michael F.
;
Cui, Annie Peng
- In:
Journal of personal selling & sales management
44
(
2024
)
1
,
pp. 74-83
Persistent link: https://www.econbiz.de/10014515165
Saved in:
5
Understanding the consequences of digital technology use in sales : multilevel tensions inside sales organizations
Micallef, Mark
;
Keränen, Joona
;
Kokshagina, Olga
- In:
Journal of personal selling & sales management
44
(
2024
)
1
,
pp. 84-99
Persistent link: https://www.econbiz.de/10014515167
Saved in:
6
The human side of digital transformation in sales : review & future paths : editorial
Alavi, Sascha
;
Habel, Johannes
- In:
Journal of personal selling & sales management
41
(
2021
)
2
,
pp. 83-86
Persistent link: https://www.econbiz.de/10012584517
Saved in:
7
Digital transformation of business-to-business sales : what needs to be unlearned?
Mattila, Malla
;
Yrjölä, Mika
;
Hautamäki, Pia
- In:
Journal of personal selling & sales management
41
(
2021
)
2
,
pp. 113-129
Persistent link: https://www.econbiz.de/10012584522
Saved in:
8
Treating top salespeople like superstars : the role of an informal sales climate in boosting sales output
Samaraweera, Manoshi
;
Gelb, Betsy D.
;
Bolander, Willy
; …
- In:
Journal of personal selling & sales management
43
(
2023
)
3
,
pp. 207-221
Persistent link: https://www.econbiz.de/10014365157
Saved in:
9
Salesperson rapport : a literature review and research agenda for an evolving digital sales process
Good, Valerie
;
Mangus, Stephanie M.
;
Pullins, Ellen
- In:
Journal of personal selling & sales management
43
(
2023
)
4
,
pp. 245-269
Persistent link: https://www.econbiz.de/10014447830
Saved in:
10
Team selling : a review, implications, and an agenda for sales team research
Rapp, Adam
;
Rapp, Tammy
- In:
Journal of personal selling & sales management
43
(
2023
)
4
,
pp. 289-306
Persistent link: https://www.econbiz.de/10014447832
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