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Business-to-business selling in the post-COVID-19 era : developing an adaptive sales force
Rangarajan, Deva; Sharma, Arun; Lyngdoh, Teidorlang; … - In: Business horizons 64 (2021) 5, pp. 647-658
Persistent link: https://www.econbiz.de/10012990356
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Evolution of the sales force in a global economy
Sheth, Jagdish N.; Sharma, Arun - In: Bringing technology to market: trends, cases, solutions, (pp. 77-85). 2007
Persistent link: https://www.econbiz.de/10003439208
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The impact of the product to service shift in industrial markets and the evolution of the sales organization
Sheth, Jagdish N.; Sharma, Arun - In: Industrial marketing management : the international … 37 (2008) 3, pp. 260-269
Persistent link: https://www.econbiz.de/10003713059
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What personal selling and sales management recommendations from developed markets are relevant in emerging markets?
Sharma, Arun - In: The journal of personal selling & sales management : JPSSM 36 (2016) 2, pp. 89-104
Persistent link: https://www.econbiz.de/10011515672
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Aligning sales and operations management : an agenda for inquiry
Rangarajan, Devarajan; Sharma, Arun; Paesbrugghe, Bert; … - In: The journal of personal selling & sales management : JPSSM 38 (2018) 2, pp. 220-240
Persistent link: https://www.econbiz.de/10011917844
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Purchasing-driven sales : matching sales strategies to the evolution of the purchasing function
Paesbrugghe, Bert; Rangarajan, Deva; Sharma, Arun; … - In: Industrial marketing management : the international … 62 (2017), pp. 171-184
Persistent link: https://www.econbiz.de/10011707114
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Special issue on sales and customer development
Sharma, Arun (ed.); Syam, Niladri (ed.) - 2018
Persistent link: https://www.econbiz.de/10011822256
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Waiting for a sales renaissance in the fourth industrial revolution : machine learning and artificial intelligence in sales research and practice
Syam, Niladri; Sharma, Arun - In: Industrial marketing management : the international … 69 (2018), pp. 135-146
Persistent link: https://www.econbiz.de/10011822547
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Understanding salespeople's resistance to, and acceptance and leadership of customer-driven change
Giovannetti, Marta; Sharma, Arun; Cardinali, Silvio; … - In: Industrial marketing management : the international … 107 (2022), pp. 433-449
Persistent link: https://www.econbiz.de/10014230725
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Evaluation of salespeople by the purchasing function : implications for the evolving role of salespeople
Paesbrugghe, Bert; Rangarajan, Deva; Hochstein, Bryan; … - In: Journal of personal selling & sales management : JPSSM 40 (2020) 4, pp. 289-305
Persistent link: https://www.econbiz.de/10012395131