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Spitzenleistungen im Vertrieb : Optimierungen im Vertriebs- und Kundenmanagement

Dannenberg, Holger - 2008

Vertrieb -- Excellence in Sales ist ein Thema für das gesamte Unternehmen -- Der Zusammenhang von Marketing- und … einem großen Kostenfaktor. Investitionen in den Verkauf rechnen sich jedoch, wenn sie richtig gemanagt werden … Managements besteht darin, das Thema Vertrieb in die Strategie einzubinden, die Abstimmung mit dem Marketing sicherzustellen und …

Persistent link: https://www.econbiz.de/10013517173

Selling today : creating customer value

Manning, Gerald; Reece, Barry L.; Ahearne, Michael - 2010 - 11th ed., internat. ed.

Persistent link: https://www.econbiz.de/10003777497

Spitzenleistungen im Vertrieb : Optimierungen im Vertriebs- und Kundenmanagement ; mit Handlungsempfehlungen

Dannenberg, Holger; Zupancic, Dirk - 2008 - 1. Aufl.

Persistent link: https://www.econbiz.de/10003516916

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

Strategic management of salespeople when promoting new products : moderating effects of sales-related organizational psychological climate

Chen, Annie Huiling; Peng, Norman; Hung, Kuang-peng - In: European journal of marketing : EJM 49 (2015) 9/10, pp. 1616-1644

Persistent link: https://www.econbiz.de/10011409521

Customer success management through alignment of marketing, sales and IT

Graesch, Jan Philipp; Hensel-Börner, Susanne; … - In: Industrial marketing management : the international … 120 (2024), pp. 1-14

Persistent link: https://www.econbiz.de/10015116895

The value of the sales function : a multilevel examination of the effect of strategic marketing ambidexterity and industry contingencies

Keshavarz, Ali Reza; Gölgeci, Ismail - In: Journal of business research : JBR 156 (2023), pp. 1-14

Persistent link: https://www.econbiz.de/10013534270

The transition from product to solution selling : the role and organization of employees engaged in current business

Levihn, Ulrika; Levihn, Fabian - In: Journal of business-to-business marketing 23 (2016) 3, pp. 207-219

Persistent link: https://www.econbiz.de/10011606388

Strategic Compliments in Sales

Sayedi, Amin - 2015

Salespersons often spend time and money giving prospective buyers compliments such as kind words, meals and gifts. Though prior research has shown that compliments will influence a prospective buyer's decision, it is unknown the extent to which salespersons should make these investments. In this...

Persistent link: https://www.econbiz.de/10013013219

An antecedent and contingent outcome model of fail fast strategy in sales force management

Friend, Scott B.; Johnson, Jeff S.; Ranjan, Kumar Rakesh - In: Industrial marketing management : the international … 87 (2020), pp. 106-116

Persistent link: https://www.econbiz.de/10012285138