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The influence of sales force technology use on outcome performance

Román, Sergio; Rodríguez, Rocío - In: Journal of Business & Industrial Marketing 30 (2015) 6, pp. 771-783

salesperson’s customer-qualification skills and customer-oriented selling fully mediate the effect of technology use on outcome … specifically, the influence of technology use on customer-qualification skills and customer-oriented selling is stronger for …Purpose – This paper aims to examine whether and how sales technology (ST) use helps salespeople perform better through …

Persistent link: https://www.econbiz.de/10014843608

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 roles of political skill and intrinsic motivation in performance prediction of adaptive selling

Kimura, Takuma; Bande, Belén; Fernández-Ferrín, Pilar - In: Industrial marketing management : the international … 77 (2019), pp. 198-208

Persistent link: https://www.econbiz.de/10012004378

Measuring and testing the impact of interpersonal mentalizing skills on retail sales performance

Gabler, Colin B.; Vieira, Valter Afonso; Senra, Karin B.; … - In: Journal of personal selling & sales management : JPSSM 39 (2019) 3, pp. 222-237

Persistent link: https://www.econbiz.de/10012200876

B to B sellers' skill level in sales performance : frameworks and findings

Høgevold, Nils; Rodríguez, Rocío; Svensson, Göran; … - In: Journal of business-to-business marketing 28 (2021) 3, pp. 265-281

Persistent link: https://www.econbiz.de/10012802187

Salespeople's sales performance skills in B2B of services firms : a cross-industrial study

Høgevold, Nils; Rodríguez, Rocío; Svensson, Göran; … - In: European business review 36 (2024) 2, pp. 201-224

Persistent link: https://www.econbiz.de/10014513321

The direct effect of B2B sellers' skills on relative and absolute sales performance : a dual measurement approach

Rodríguez, Rocío; Høgevold, Nils M.; Otero-Neira, Carmen - In: Journal of organizational change management 36 (2023) 1, pp. 64-85

Persistent link: https://www.econbiz.de/10014280492

Political skill of B to B sales team as a dynamic capability : a strategic resource perspective

Castillo-Alarcón, Rony; Valenzuela-Fernández, Leslier - In: Journal of business-to-business marketing 31 (2024) 2, pp. 197-223

Persistent link: https://www.econbiz.de/10014574581

Social media usage : an investigation of B2B salespeople

Schultz, Roberta J.; Schwepker, Charles H. <Jr.>; Good, … - In: American journal of business : applying research to … 27 (2012) 2, pp. 174-196

Persistent link: https://www.econbiz.de/10009711412

Leveraging responsible artificial intelligence to enhance salespeople well-being and performance

Weng, Chenchen; Yuan, Ruizhi; Ye, Dandan; Huang, Bo; … - In: The service industries journal 44 (2024) 9/10, pp. 735-765

Persistent link: https://www.econbiz.de/10015050118