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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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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
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Drivers and outcomes of salespersons' value opportunity recognition competence in solution selling
Böhm, Eva; Eggert, Andreas; Terho, Harri; Ulaga, Wolfgang - In: Journal of personal selling & sales management : JPSSM 40 (2020) 3, pp. 180-197
Persistent link: https://www.econbiz.de/10012313072
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The role of a solutions salesperson : reducing uncertainty and fostering adaptiveness
Ulaga, Wolfgang; Kohli, Ajay Kumar - In: Industrial marketing management : the international … 69 (2018), pp. 161-168
Persistent link: https://www.econbiz.de/10011822564
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Different roads lead to Rome : a configurational investigation of solution Salespeople's sales success in business-to-business markets
Bongers, Franziska M.; Keller, Alisa K.; Stoffer, Gloria; … - In: Industrial marketing management : the international … 126 (2025), pp. 251-265
Persistent link: https://www.econbiz.de/10015395423