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Changes in salespeople's knowledge structures with expertise
Sujan, Harish; Sujan, Mita; Bettman, James R. - 1987
Persistent link: https://www.econbiz.de/10004712283
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The practical Know-how of selling : differences in knowledge content between more and less effective performers
Sujan, Harish; Sujan, Mita; Bettman, James R. - 1987
Persistent link: https://www.econbiz.de/10004712317
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Knowledge, motivation and adaptive behavior : a framework for improving selling effectiveness
Weitz, Barton A.; Sujan, Harish; Sujan, Mita - 1985
Persistent link: https://www.econbiz.de/10004759695
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Increasing sales productivity by getting your salespeople to work smarter
Weitz, Barton A.; Sujan, Harish; Sujan, Mita - 1987
Persistent link: https://www.econbiz.de/10004759699
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Adaptive Sales Behaviors and selling performance
Sujan, Harish - 1985
Persistent link: https://www.econbiz.de/10004712282
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The Nature and structure of consumer product categories
Sujan, Mita - 1985
Persistent link: https://www.econbiz.de/10004712314
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Working smart and hard : the effects of learning and performance orientations on salesperson motivation
Sujan, Harish; Weitz, Barton A.; Kumar, Nirmalya - 1992
Persistent link: https://www.econbiz.de/10004138244
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Motivation and salesperson performance : a comparison of adaptive selling behavior and the amount of effort expended
Sujan, Harish; Weitz, Barton A. - 1987
Persistent link: https://www.econbiz.de/10004712316
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Learning Orientation, Working Smart, and Effective Selling
Sujan, Harish; Weitz, Barton A.; Kumar, Nirmalya - In: Journal of marketing 58 (1994) 3, pp. 39-52
Persistent link: https://www.econbiz.de/10006002304
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The embedded sales force: Connecting buying and selling organizations
Bradford, Kevin; Brown, Steven; Ganesan, Shankar; … - In: Marketing Letters 21 (2010) 3, pp. 239-253
Persistent link: https://www.econbiz.de/10008526558