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Hiring for success at the buyer-seller interface

Marshall, Greg W.; Goebel, Daniel J.; Moncrief, William C. - In: Journal of Business Research 56 (2003) 4, pp. 247-255

Persistent link: https://www.econbiz.de/10005466305

Formal and informal management control combinations in sales organizations: The impact on salesperson consequences

Cravens, David W.; Lassk, Felicia G.; Low, George S.; … - In: Journal of Business Research 57 (2004) 3, pp. 241-248

Persistent link: https://www.econbiz.de/10005466406

Social media and related technology: Drivers of change in managing the contemporary sales force

Moncrief, William C.; Marshall, Greg W.; Rudd, John M. - In: Business Horizons 58 (2015) 1, pp. 45-55

The selling environment has undergone tremendous transformation over the past 2 decades. Perhaps the greatest change has centered on changes and advancements in technology. The latest dramatic change has been the rapidly increasing use of social media and other related technologies in the...

Persistent link: https://www.econbiz.de/10011191156

Formal and informal management control combinations in sales organizations - The impact on salesperson consequences

Cravens, David W.; Lassk, Felicia G.; Low, George S.; … - In: Journal of business research : JBR 57 (2004) 3, pp. 241-248

Persistent link: https://www.econbiz.de/10006719058

Hiring for success at the buyer-seller interface

Marshall, Greg W.; Goebel, Daniel J.; Moncrief, William C. - In: Journal of business research : JBR 56 (2003) 4, pp. 247-256

Persistent link: https://www.econbiz.de/10006721308

Reexamining gender issues in salesperson propensity to leave

Ladik, Daniel M.; Marshall, Greg W.; Lassk, Felicia G.; … - In: Industrial marketing management : the international … 31 (2002) 7, pp. 599-608

Persistent link: https://www.econbiz.de/10006264419

The Current State of Sales Force Activities - Changes in sales organizations and the sales environment over the past decade have resulted in major new activities that salespeople are required to perform in order to be successful

Marshall, Greg W.; Moncrief, William C.; Lassk, Felicia G. - In: Industrial marketing management : the international … 19990, pp. 87-98

Persistent link: https://www.econbiz.de/10006359111

The evolution of the seven steps of selling

Moncrief, William C.; Marshall, Greg W. - In: Industrial marketing management : the international … 34 (2005) 1, pp. 13-22

Persistent link: https://www.econbiz.de/10006230589

Marshall, Greg W.; Moncrief, William C.; Lassk, Felicia G. - In: Industrial marketing management : the international … 28 (1999) 1, pp. 87-98

Persistent link: https://www.econbiz.de/10006301395

Salesperson job involvement: do demographic, job situational, and market variables matter?

Marshall, Greg W.; Lassk, Felicia G.; Moncrief, William C. - In: The journal of business & industrial marketing 19 (2004) 4-5, pp. 337-343

Persistent link: https://www.econbiz.de/10007026952