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The collaborative sale : solution selling in a buyer driven world
Eades, Keith M.; Sullivan, Timothy T. - 2014
"Buyer behavior has changed the marketplace, and sellers must adapt to surviveThe Collaborative Sale: Solution Selling … include: Selling in times of economic uncertainty, broad information access, and new buyer behavior Why collaboration is so … essential competencies for collaborative selling, and provides indispensable supplemental tools for implementation. Written by …
Persistent link: https://www.econbiz.de/10010354900
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Adding services to product-based portfolios : an exploration of the implications for the sales function
Kindström, Daniel; Kowalkowski, Christian; Alejandro, … - In: Journal of service management 26 (2015) 3, pp. 372-393
Persistent link: https://www.econbiz.de/10011388506
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Advanced sales and competition in a service industry
Carreras-Simó, Miquel - In: International journal of revenue management : IJRM 9 (2016) 1, pp. 1-16
Persistent link: https://www.econbiz.de/10011607664
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The effects of promotional frames of sales packages on perceived price increases and repurchase intentions
Liu, Hsin-Hsien; Chou, Hsuan-Yi - In: International journal of research in marketing : IJRM ; … 32 (2015) 1, pp. 23-33
Persistent link: https://www.econbiz.de/10010517015
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Integrating services into solution offerings in the sales work of project-based firms
Momeni, Khadijeh; Martinsuo, Miia - In: International journal of project management : the … 37 (2019) 8, pp. 956-967
Persistent link: https://www.econbiz.de/10012146111
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Online upselling : moving beyond offline upselling in the hotel industry
Denizci Guillet, Basak - In: International journal of hospitality management 84 (2020), pp. 1-13
Persistent link: https://www.econbiz.de/10012146179
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The role of a solutions salesperson : reducing uncertainty and fostering adaptiveness
Ulaga, Wolfgang; Kohli, Ajay Kumar - In: Industrial marketing management : the international … 69 (2018), pp. 161-168
Persistent link: https://www.econbiz.de/10011822564
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Collective sales and related valuation issues : a Singapore case study
Lim, Lan Yuan - In: Journal of property investment & finance 28 (2010) 2, pp. 140-149
Persistent link: https://www.econbiz.de/10003962484
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Management practices in solution sales : a multilevel and cross-functional framework
Storbacka, Kaj; Polsa, Pia; Sääksjärvi, Maria - In: The journal of personal selling & sales management : JPSSM 31 (2011) 1, pp. 35-54
Persistent link: https://www.econbiz.de/10008856947
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Transitioning from product to service-led growth in manufacturing firms : emergent challenges in selecting and managing the industrial sales force
Ulaga, Wolfgang; Loveland, James M. - In: Industrial marketing management : the international … 43 (2014) 1, pp. 113-125
Persistent link: https://www.econbiz.de/10010359368