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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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Solution selling on high technology products
Sharma, Arun; Iyer, Gopalkrishnan R.; Evanschitzky, Heiner - In: Marketing von Solutions : innovative Ansätze und Best …, (pp. 61-82). 2010
Persistent link: https://www.econbiz.de/10008732090
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The role of the sales employee in securing customer satisfaction
Evanschitzky, Heiner; Sharma, Arun; Prykop, Catja - In: European journal of marketing : EJM 46 (2012) 3/4, pp. 489-508
Persistent link: https://www.econbiz.de/10009535669
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Emerging transformations in the business-to-business global salesforce
Sharma, Arun - In: Business-to-business marketing management : strategies, …, (pp. 219-244). 2012
Persistent link: https://www.econbiz.de/10009532708
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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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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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Increasing resilience by creating an adaptive salesforce
Sharma, Arun; Rangarajan, Deva; Paesbrugghe, Bert - In: Industrial marketing management : the international … 88 (2020), pp. 238-246
Persistent link: https://www.econbiz.de/10012285360