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Selling and Sales Management in Action: The Use of Insight Coaching to Improve Relationship Selling

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Cited by

2003Relationship Marketing161 cited
1995An Exploratory Investigation of Voice Characteristics and Selling Effectiveness57 cited
1997What information can relationship marketers obtain from customer evaluations of salespeople?40 cited
2010Development-based trust: proposing and validating a new trust measurement model for buyer-seller relationships37 cited
1998A Conceptual Scheme and Procedure for Classifying Sales Positions35 cited
2013

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Where's the strategic intent in key account relationships?

34 cited

2016Creating value chains: the role of relationship development34 cited

1994Relationship Selling: The Personalization of Relationship Marketing34 cited

2018Multidexterity in customer relationship management: Managerial implications and a research agenda30 cited

1997Developing buyer-supplier relationships in the automobile industry A study of Jaguar and Nippondenso29 cited

2004Social Capital: Building an Effective Learning Environment in Marketing Classes23 cited

1995Professional Selling and Relationship Marketing: Moving from Transactional Role-Playing to Partnering11 cited

2014Developing sales training programs to promote a competitive advantage: linking corporate strategy with human resource development5 cited