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Strategic management of salespeople when promoting new products : moderating effects of sales-related organizational psychological climate

Chen, Annie Huiling; Peng, Norman; Hung, Kuang-peng - In: European journal of marketing : EJM 49 (2015) 9/10, pp. 1616-1644

Persistent link: https://www.econbiz.de/10011409521

Selling today : partnering to create value

Manning, Gerald; Ahearne, Michael; Reece, Barry L. - 2018 - Fourteenth edition

Persistent link: https://www.econbiz.de/10011569873

The use of social media among business-to-business sales professionals in China : how social media helps create and solidify guanxi relationships between sales professionals and customers

Niedermeier, Keith E.; Wang, Emily; Zhang, Xiaohzan - In: Journal of research in interactive marketing : … 10 (2016) 1, pp. 33-49

Persistent link: https://www.econbiz.de/10011555619

Impact of individual market orientation on selling and customer orientation

Baber, Ruturaj; Kaurav, Rahul Pratap Singh; Paul, Justin - In: Journal of strategic marketing 28 (2020) 4, pp. 288-303

Persistent link: https://www.econbiz.de/10012313902

Sales communication competence in international B2B solution selling

Koponen, Jonna; Julkunen, Saara; Asai, Akiko - In: Industrial marketing management : the international … 82 (2019), pp. 238-252

Persistent link: https://www.econbiz.de/10012128066

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

Sales intra-functional flexibility : its relationship to performance and moderating effects on role stressors

Micevski, Milena; Dewsnap, Belinda; Cadogan, John W.; … - In: Journal of business research : JBR 104 (2019), pp. 552-562

Persistent link: https://www.econbiz.de/10012105194

The evolution of the sales process : relationship selling versus "the Challenger Sale"

Inks, Scott A.; Avila, Ramon A.; Talbert, George - In: Journal of global scholars of marketing science : … 29 (2019) 1, pp. 88-98

Persistent link: https://www.econbiz.de/10012257885

Internal and external organisational strategies : repercussion of information management on relationship selling behaviour and salesforce performance

Mahendran, Sathish; Balasudarsun, Natarajan Lakshmi; … - In: International journal of intellectual property … 13 (2023) 1, pp. 1-21

Persistent link: https://www.econbiz.de/10014320956

Sales process as a service (SPAS) : development and validation of an extension to the shortened selling orientation-customer orientation (SOCO) score (SOCO-SPAS)

Ledinger, Stefan - In: Naše gospodarstvo : NG 68 (2022) 4, pp. 28-42

The association between selling orientation and customer orientation and sales success has been a matter of intensive … research since the publication of the selling orientation-customer orientation (SOCO) score in the early 1980's. However, which … attitudes predispose salespeople for high perfor-mance remains elusive. In addition, the association between customer …

Persistent link: https://www.econbiz.de/10014246502