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Sales Enablement : Tools and Techniques for Modern Sales Organization
Kilian, Dietmar; Mirski, Peter; Lorenz, Britta - 2023
This book helps in building an optimally designed and customer-oriented sales organization. It places a special emphasis on purchasing decisions and leads to producing a decisive competitive advantage. The focus is on the sales enablement process as a holistic framework concept. It forms the...
Persistent link: https://www.econbiz.de/10014250257
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Empathy and grit enhance customer oriented selling
Schwepker, Charles H. <Jr.>; Good, Megan C. - In: Journal of relationship marketing : innovations and … 23 (2024) 3, pp. 220-243
Persistent link: https://www.econbiz.de/10015049876
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Better to be the same or different? : paired customer and selling orientations and their impact on the exploitation of relationship-specific investments (RSIs) in dyads
Zerbini, Fabrizio; Miceli, Gaetano; De Carlo, Manuela - In: European management journal 42 (2024) 3, pp. 385-396
Persistent link: https://www.econbiz.de/10015053178
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Single versus multiple salesforce go-to-market strategy : the impact of sales orientation on conflict, salesperson-owned loyalty and buyer-exit propensity
Anaza, Nwamaka A.; Rutherford, Brian N.; Wu, Gavin Jiayun; … - In: The journal of business & industrial marketing 38 (2023) 3, pp. 680-697
Persistent link: https://www.econbiz.de/10013539371
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Interactive effects of market orientation, innovation orientation and sales control systems on firm performance in B2B markets
Aydin, Ugur Burak; Alniacik, Umit - In: Asia Pacific journal of marketing and logistics 36 (2024) 12, pp. 3337-3352
Persistent link: https://www.econbiz.de/10015211003
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Salesperson rapport : a literature review and research agenda for an evolving digital sales process
Good, Valerie; Mangus, Stephanie M.; Pullins, Ellen - In: Journal of personal selling & sales management : JPSSM 43 (2023) 4, pp. 245-269
Persistent link: https://www.econbiz.de/10014447830
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Benefits, discounts, features, and value as communication foci in selling : exploring concepts, drivers, and outcomes
Klarmann, Martin; Wouters, Marc - In: Journal of personal selling & sales management : JPSSM 43 (2023) 1, pp. 46-64
Persistent link: https://www.econbiz.de/10014293059
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Kundenwünsche im persönlichen Verkauf : eine empirische Analyse der Eindrucksbildung als Erfolgsfaktor
Schuchert-Güler, Pakize - 2001 - 1. Aufl.
Persistent link: https://www.econbiz.de/10001530493
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Social media in response to COVID-19 : how increased social media usage affects the performance of B2B salespeople in the "new normal"
Barner, Simon; Totzek, Dirk - In: Journal of personal selling & sales management : JPSSM 44 (2024) 4, pp. 398-413
Persistent link: https://www.econbiz.de/10015193367
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Listening to unheard voices : exploring salespeople's perspectives on the value of corporate heritage
Al-Amad, Amjad H.; Ali, Sa'ad; Al-Haddad, Hadeel B. - In: Qualitative market research : an international journal 27 (2024) 1, pp. 83-107
Persistent link: https://www.econbiz.de/10015324632