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Building customer relationships while achieving sales performance results : is listening the holy grail of sales?

Itani, Omar S.; Goad, Emily A.; Jaramillo, Fernando - In: Journal of business research : JBR 102 (2019), pp. 120-130

Persistent link: https://www.econbiz.de/10012103945

Orchestration of value : the role of customer success managers within sales ecosystems

Goad, Emily A.; Chase, Kevin S.; Brauer, David B.; … - In: European journal of marketing 58 (2024) 3, pp. 756-781

Persistent link: https://www.econbiz.de/10015047341

Advancing sales performance research : a focus on five underresearched topic areas

Evans, Kenneth R.; McFarland, Richard G.; Dietz, Bart; … - In: The journal of personal selling & sales management : JPSSM 32 (2012) 1, pp. 89-105

Persistent link: https://www.econbiz.de/10009505522

Bringing meaning to the sales job : the effect of ethical climate and customer demandingness

Jaramillo, Fernando; Mulki, Jay P.; Boles, James S. - In: Journal of business research : JBR 66 (2013) 11, pp. 2301-2307

Persistent link: https://www.econbiz.de/10009789008

Examining the impact of servant leadership on sales force performance

Jaramillo, Fernando; Grisaffe, Douglas B.; Chonko, … - In: The journal of personal selling & sales management : JPSSM 29 (2009) 3, pp. 257-275

Persistent link: https://www.econbiz.de/10003882822

Salesperson ambidexterity and customer satisfaction : examining the role of customer demandingness, adaptive selling, and role conflict

Agnihotri, Raj; Gabler, Colin B.; Itani, Omar S.; … - In: The journal of personal selling & sales management : JPSSM 37 (2017) 1, pp. 27-41

Persistent link: https://www.econbiz.de/10011690128

Meta-analyses in sales research

Johnson, Jeff S.; Jaramillo, Fernando - In: The journal of personal selling & sales management : JPSSM 37 (2017) 2, pp. 134-152

Persistent link: https://www.econbiz.de/10011734623

Salesperson implementation of sales strategy and its impact on sales performance

Inyang, Aniefre Eddie; Jaramillo, Fernando - In: Journal of strategic marketing 28 (2020) 7, pp. 601-619

Persistent link: https://www.econbiz.de/10012313926

A research agenda for sales

Jaramillo, Fernando (ed.); Mulki, Jay P. (ed.) - 2021

Contents: Preface / Jay Mulki and Fernando Jaramillo -- 1 An exploration of sales activities from a service ecosystems perspective / Nathaniel N. Hartmann, Heiko Wieland and Bruno Lussier -- 2 From sales force automation to digital transformation: how social media, social CRM, and artificial...

Persistent link: https://www.econbiz.de/10012487433