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Salesperson coachability: what it is and why it matters

Shannahan, Kirby L.J.; Shannahan, Rachelle J.; Bush, Alan J. - In: Journal of Business & Industrial Marketing 28 (2013) 5, pp. 411-420

Purpose – The purpose of this paper is to introduce the concept of salesperson coachability and to propose potential relationships between it and sales coaching and sales performance. Design/methodology/approach – This conceptual paper reviews the sales coaching and sales performance...

Persistent link: https://www.econbiz.de/10014843185

How salesperson perceptions of customers' pro-social behaviors help drive salesperson performance

Shannahan, Rachelle J.; Bush, Alan J.; Shannahan, Kirby … - In: Industrial marketing management : the international … 51 (2015), pp. 100-114

Persistent link: https://www.econbiz.de/10011422779

How salesperson perceptions of customers' pro-social behaviors help drive salesperson performance

Shannahan, Rachelle J.; Bush, Alan J.; Shannahan, Kirby … - In: Industrial marketing management : the international … 62 (2017), pp. 36-50

Persistent link: https://www.econbiz.de/10011707050