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Exploring buyer-seller dyadic perceptions of technology and relationships : implications for Sales 2.0

Rocco, Richard A.; Bush, Alan J. - In: Journal of research in interactive marketing : … 10 (2016) 1, pp. 17-32

Persistent link: https://www.econbiz.de/10011555611

Formulating undergraduate student expectations for better career development in sales : a socialization perspective

Bush, Alan J.; Bush, Victoria D.; Oakley, Jared; … - In: Journal of marketing education : JME 36 (2014) 2, pp. 120-131

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Teaching yes, and ... improv in sales classes : enhancing student adaptive selling skills, sales performance, and teaching evaluations

Rocco, Richard A.; Whalen, D. Joel - In: Journal of marketing education : JME 36 (2014) 2, pp. 197-208

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Advanced sales management handbook and cases : analytical, applied, and relevant

Orr, Linda M. (ed.) - 2012

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Advanced sales management handbook and cases : analytical, applied, and relevant

Orr, Linda M. (contributor) - 2012

ch. 1. Introduction to sales management -- ch. 2. Review of professional selling -- ch. 3. Changing buyer needs and the effect on sales management -- ch. 4. Ethical and legal issues in sales management -- ch. 5. Sales force technology -- ch. 6. Sales strategy, organizational integration, and...

Persistent link: https://www.econbiz.de/10014498296

Performing under pressure : winning customers through improvisation in team selling

Hill, Katerina E.; Bush, Victoria D.; Vorhies, Douglas; … - In: Journal of relationship marketing : innovations & … 16 (2017) 4, pp. 227-244

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Monitoring the ethical use of sales technology : an exploratory field investigation

Bush, Victoria; Bush, Alan J.; Orr, Linda - In: Journal of business ethics : JOBE 95 (2010) 2, pp. 239-257

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What makes sales presentations effective : a buyer-seller perspective

Cicala, John E.; Smith, Rachel Korfhage; Bush, Alan J. - In: The journal of business & industrial marketing 27 (2012) 2, pp. 78-88

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Making sense of the customer's role in the personal selling process : a theory of organizing and sensemaking perspective

Shannahan, Rachelle J.; Bush, Alan J.; Moncrief, William C. - In: The journal of personal selling & sales management : JPSSM 33 (2013) 3, pp. 261-275

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Does transparency influence the ethical behavior of salespeople?

Cicala, John E.; Bush, Alan J.; Sherrell, Daniel L.; … - In: Journal of business research : JBR 67 (2014) 9, pp. 1787-1795

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