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How sales strategy translates into performance : the role of salesperson customer orientation and value-based selling
Terho, Harri; Eggert, Andreas; Haas, Alexander; Ulaga, … - In: Industrial marketing management : the international … 45 (2015), pp. 12-21
Persistent link: https://www.econbiz.de/10010530587
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"It's almost like taking the sales out of selling" : towards a conceptualization of value-based selling in business markets
Terho, Harri; Haas, Alexander; Eggert, Andreas; Ulaga, … - In: Industrial marketing management : the international … 41 (2012) 1, pp. 174-185
Persistent link: https://www.econbiz.de/10009513191
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Analyse von Verkaufssituationen mit Mystery Shopping
Haas, Alexander - In: Jahrbuch der Absatz- und Verbrauchsforschung 48 (2002) 3, pp. 277-294
Persistent link: https://www.econbiz.de/10001709453
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Discounting - erfolgreich nicht nur im Handel
Diller, Hermann - In: Harvard-Business-Manager : das Wissen der Besten 19 (1997) 4, pp. 19-28
Persistent link: https://www.econbiz.de/10001231611
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Selling value in business markets : individual and organizational factors for turning the idea into action
Terho, Harri; Eggert, Andreas; Ulaga, Wolfgang; Haas, … - In: Industrial marketing management : the international … 66 (2017), pp. 42-55
Persistent link: https://www.econbiz.de/10011775966