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Sales Management
Selling is one of the most exciting activities in business. Sales is the company’s “eyes and ears” watching and listening to the customers. Sales...
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Strategic Sales Management Insights and Guidance from Top Interim Managers
Sales is a CEO's job, or at least it should be. But many entrepreneurs and managers come from other disciplines such as legal, production or product...
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Sales Management
The term sales management is a combination of two words – sales and management. Sales is the art of planning in the mind of another, a motive which...
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Integrating supply chain risk management activities into sales and operations planning
Sales and operations planning (S&OP) became a relevant managerial topic for academics and practitioners with a growing literature body and...
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Lead Management Automation Unites Marketing and Sales
Especially in Anglo-American countries, the support of sales is considered the most important task of marketing. In Germany, however, marketing has...
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Performance Management in Sales
The term sales management is a combination of two words—sales and management. Sales is the art of planning in the mind of another a motive which will...
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Integrated Product and Sales Management in B2B Develo**, Managing and Selling Technology Based Industrial Products Profitably
This book describes the advantages of a high level of integration between product and sales management. It explains how highly integrated product and...
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How do firms value sales career paths?
Sales employees can build their careers across industries, firms, and occupations. Yet it is unclear how their sales career paths affect their...
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Sales
Sales is critical for any organization to survive. The revenue generated from selling products is raising capital from the most important source:...
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Sales education in Italian universities: state of the art and future directions
During the last 10 years, scholars focused their attention on how sales education has evolved and highlighted the relevant impact of teaching...
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Classification of Integrated Product and Sales Management
In classical organizational theory product and sales management activities are part of the marketing function, but they are usually not managed...
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Women’s underrepresentation in business-to-business sales: Reasons, contingencies, and solutions
Sales faces the second-largest gender gap of any corporate function, with women’s underrepresentation even more pronounced in business-to-business...
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Artificial intelligence in business-to-business (B2B) sales process: a conceptual framework
The present study introduces a conceptual framework to explore sales professionals’ use of artificial intelligence (AI) in the sales process. The...
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A theory of sales system shocks
Research primarily explores sales phenomena during normal periods. However, triggering events (e.g., natural disasters, security catastrophes,...
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Integration of Sales Partners into Lead Management
“The Internet has radically changed the buying process!” How many thousands of technical articles or lectures in recent years have begun like this?...
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Self-oriented competitiveness in salespeople: sales management implications
We explore the complexity of salesperson competitiveness and the concept of self-oriented competitiveness (SOC). Study 1 develops and validates a...
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The Agile Sales Successfully sha** transformation in sales and service
The demands on companies are changing rapidly due to digitalization. Today's customers want to be served conveniently, directly, solution-oriented...
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Sales ambidexterity and performance: a behavioral paradigm through the Career Stage framework
Sales professionals worldwide have a decisive role in bringing value to organizations and supply chains, but pressures are challenging the existing...
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A theory of predictive sales analytics adoption
Given the pervasive ubiquity of data, sales practice is moving rapidly into an era of predictive analytics, using quantitative methods, including...
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Hybrid Sales Approach and Sales Enablement
When we ask ourselves what now distinguishes the concept of digital sales and the concept of sales enablement from one another, particularly in the...