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When and how information and communication technology orientation affects salespeople's role stress : the interplay of salesperson characteristics and environmental complexity

Kramer, Victoria; Krafft, Manfred - In: European journal of marketing 57 (2023) 3, pp. 659-682

Persistent link: https://www.econbiz.de/10014225994

The impact of business-to-business salespeople's social media use on value co-creation and cross/up-selling : the role of social capital

Itani, Omar S.; Badrinarayanan, Vishag; Rangarajan, Deva - In: European journal of marketing 57 (2023) 3, pp. 683-717

Persistent link: https://www.econbiz.de/10014225997

Charting value creation strategies B2B salespeople use throughout the sales process : learning from social media influencers

Cheng, Zixuan Mia; Plangger, Kirk; Cai, Feng; Campbell, … - In: European journal of marketing 57 (2023) 3, pp. 718-744

Persistent link: https://www.econbiz.de/10014226003

Engaging the sales force in digital solution selling : how sales control systems resolve agency problems to create and capture superior value

Tienken, Christoph; Classen, Moritz; Friedli, Thomas - In: European journal of marketing 57 (2023) 3, pp. 794-833

Persistent link: https://www.econbiz.de/10014226013

Auf dem Weg zum Profi im Verkauf : Verkaufsgespräche zielstrebig und kundenorientiert führen

Herndl, Karl - 2009 - 3., überarbeitete Auflage

Persistent link: https://www.econbiz.de/10013515819

The Role of Sales Presentations in Developing Customer Relationships

Hershey, Lewis - 2011

Personal selling and personal sales professionals use a number of tools to develop customer relationships. Among these … review of the sales literature reveals that most research on personal selling tools tends to view the sales presentation as a … tactical, not strategic, tool. Moreover, very little attention has been given to the special needs of services marketing and …

Persistent link: https://www.econbiz.de/10013123743

The effect of organisational sales management on dealership performance

Kida, Sekai; Heller, Daniel Arturo; Tamura, Yusuke; … - In: International journal of automotive technology and … 23 (2023) 2/3, pp. 144-170

Persistent link: https://www.econbiz.de/10014391783

Antecedents of salesperson performance in information service industry : the role of guanxi, adaptive selling behaviors and customer orientation

Thi-Thuy-Linh Nguyen; Xuan-Quynh Hoang; Pham Thi Lien; … - In: Cogent business & management 9 (2022) 1, pp. 1-19

-centric selling behaviors in the interaction with Guanxi-a measure of the quality of customer-salesperson relationship. The study … examines two well-established constructs in the body of sales literature, namely customer orientation and Adaptive selling … sample of 204 salespeople in the Information service industry, the authors tested several hypotheses employing the structural …

Persistent link: https://www.econbiz.de/10014425793

Collectively crafting the sales job : linking charismatic leadership to sales teams' performance

Luu Trong Tuan - In: Personnel review 52 (2023) 8, pp. 2048-2069

Persistent link: https://www.econbiz.de/10014428545

Does polychronicity among sales employees develop B2B service recovery? : a dual assessment through ambidextrous leadership

Ahmad, Bilal; Yuan, Jingbo; Akhtar, Nadeem; Waheed, Abdul - In: Asia Pacific journal of marketing and logistics 35 (2023) 11, pp. 2785-2807

Persistent link: https://www.econbiz.de/10014430285