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Cited by

• 2020The integrated use of social media, digital, and traditional communication tools in the B2B sales process of international SMEs223 cited
• 2000An Empirical Investigation of Critical Success Factors in the Personal Selling Process for Homogenous Goods70 cited
• 2020Social presence and e-commerce B2B chat functions63 cited
• 2014Value-based sales process adaptation in business relationships60 cited
• 2023Avoiding crisis-driven business failure through digital dynamic capabilities. B2B distribution firms during the COVID-19 and beyond59 cited
• 2016Purchasing-driven sales: Matching sales strategies to the evolution of the purchasing function58 cited
• 2015How buyer–seller relationship orientation affects adaptation of sales processes to the buying process55 cited
• 2008Personal Selling of High-Technology Products: The Solution-Selling Imperative53 cited
• 2004Critical success factors in the personal selling process47 cited
• 2017Allocation of Salespeople's resources for generating new sales opportunities across four types of customers35 cited
• 2014Continuing the evolution of the selling process: A multi-level perspective32 cited
• 2016An Investigation of the Theory Practice Gap in Professional Sales29 cited
• 2015A sales process framework to regain B2B customers29 cited