Similar Search Results

How business-to-business salespeople deal with buying center dissenters

Johnson, Jeff S. - In: International journal of research in marketing : IJRM ; … 40 (2023) 3, pp. 590-608

Persistent link: https://www.econbiz.de/10014383230

How salespeople adapt communication of customer value propositions in business markets

Bischoff, Pirmin; Hogreve, Jens; Elgeti, Laura; … - In: Industrial marketing management : the international … 114 (2023), pp. 226-242

Persistent link: https://www.econbiz.de/10014433432

You've lost that learning feeling : drivers and drawbacks of channel partner disengagement with sales training

Satornino, Cinthia B.; Pelser, Jan; Wetzels, Martin; … - In: Industrial marketing management : the international … 113 (2023), pp. 258-276

Persistent link: https://www.econbiz.de/10014433589

Do salesforce management systems actually drive salesperson intentions?

Epler, Rhett T.; Schmitt, Laurianne; Mathis, David; … - In: Industrial marketing management : the international … 113 (2023), pp. 42-57

Persistent link: https://www.econbiz.de/10014433598

Personality matters : how adaptive selling skills mediate the effect of personality traits on salespeople's exploited cross-selling potential

Homburg, Christian; Knapp, Maximilian; Wagner-Fabisch, Robin - In: Journal of personal selling & sales management : JPSSM 44 (2024) 3, pp. 293-314

Persistent link: https://www.econbiz.de/10015192660

The effectiveness of AI salesperson vs. human salesperson across the buyer-seller relationship stages

Chang, Woojung - In: Journal of business research : JBR 148 (2022), pp. 241-251

Persistent link: https://www.econbiz.de/10013325475

Hunting for new customers : assessing the drivers of effective salesperson prospecting and conversion

Gopalakrishna, Srinath; Crecelius, Andrew T.; Patil, … - In: Journal of business research : JBR 149 (2022), pp. 916-926

Persistent link: https://www.econbiz.de/10013325729

The salesperson as a knowledge broker : the effect of sales influence tactics on customer learning, purchase decision, and profitability

Bonney, Leff; Beeler, Lisa L.; Johnson, Ross W.; … - In: Industrial marketing management : the international … 104 (2022), pp. 352-365

Persistent link: https://www.econbiz.de/10013326862

Mastering the world of selling : the ultimate training resource from the biggest names in sales

Taylor, Eric (contributor) - 2010

, manufacturers reps and affiliates motivated and focused on effectively selling their products and services Composed of candid advice … from 100 leading sales trainers and training companies in the world, Mastering the World of Selling helps companies and … entrepreneurs overcome these four major obstacles. There are many ways to be successful at selling, there is not one system …

Persistent link: https://www.econbiz.de/10008663172

Contributions to understanding today's role of highly qualified commerce personnel

Kerbalek, Iacob - In: Amfiteatru economic : an economic and business research … 11 (2009) 25, pp. 41-50

Persistent link: https://www.econbiz.de/10008664797