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When do salespeople pursue and win deals? : a two-stage model of sales opportunity outcomes
Guesalaga, Rodrigo; Kapelianis, Dimitri - In: The journal of business & industrial marketing 30 (2015) 7, pp. 817-829
Persistent link: https://www.econbiz.de/10011422371
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Can sales uncertainty increase firm profits?
Syam, Niladri; Hess, James D.; Yang, Ying - In: Journal of marketing research : JMR 53 (2016) 2, pp. 199-206
Persistent link: https://www.econbiz.de/10011485269
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Is advertising an underappreciated driver of sales growth in B2B markets? : theoretical perspectives and empirical evidence
Guenther, Miriam; Guenther, Peter - In: Industrial marketing management : the international … 87 (2020), pp. 76-89
Persistent link: https://www.econbiz.de/10012285136
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Ethical leadership and its relationship with sales force performance mediated by trust of sales employees on their leaders
Milind, Gawai; Radha, Iyer; Neel, Kedia; Pratik, Bhakkad - In: Analele Universitătii Dunărea de Jos Galaţi 25 (2019) 1, pp. 120-131
Persistent link: https://www.econbiz.de/10012285161
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Managing positive and negative trends in sales call outcomes : the role of momentum
Nahm, Irene Y.; Ahearne, Michael J.; Lee, Nick; … - In: Journal of marketing research 59 (2022) 6, pp. 1120-1140
Persistent link: https://www.econbiz.de/10013474499
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Functionality of turnover intention and management strategies for sales force : an empirical investigation
Sanjeev, M. A.; Abidi, Naseem; Surya, A. V. - In: International journal of management practice : IJMP 9 (2016) 1, pp. 24-39
Persistent link: https://www.econbiz.de/10011591702
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The early-tenure salesperson : sales effort and sales growth during the ramp-up period
Peasley, Michael C.; Hochstein, Bryan W. - In: Journal of personal selling & sales management : JPSSM 44 (2024) 3, pp. 219-236
Persistent link: https://www.econbiz.de/10015192650
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Increasing graduates' interest in B2B sales : how to dispel lay beliefs, fight stigma, and create a profession of choice
Lanzrath, Aline Isabelle; Homburg, Christian; Ruhnau, … - In: Journal of personal selling & sales management : JPSSM 44 (2024) 3, pp. 274-292
Persistent link: https://www.econbiz.de/10015192656
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Determining competencies for frontline sales managers in for-profit organizations
Busch, Tina K. - In: Advances in developing human resources : ADHR 15 (2013) 3, pp. 296-313
Persistent link: https://www.econbiz.de/10009776551
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Preliminary investigation of entertainment strategies involving alcohol : implications for professional sales education and training in business markets
Rodriguez, Michael; Honeycutt, Earl D.; Ragland, Charles - In: Journal of business-to-business marketing 22 (2015) 4, pp. 257-268
Persistent link: https://www.econbiz.de/10011432738