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Ten key activities of industrial salespeople
3 references·0 citing·12 second hop
Ten key activities of industrial salespeople (1986)Ten key activities of industrial salespeo…Marketing Research: Methodological Foundations (1977)Marketing Research: Methodolo…Identifying Successful Industrial Salesmen by Personality and Personal Characteristics (1977)Identifying Successful Indust…Sales force performance and turnover (1973)Sales force performance and t…Personality and Motivation Structure and Measurement (1958)Development of an empathy scale. (1969)Personality and Prediction: Principles of Personality Assessment (1973)Adaptive selling: The role of gender, age, sales experience, and education (1994)Exploring the Distinctive Nature of Work Commitments: Their Relationships with Personal Characteristics, Job Performance, and Propensity to Leave (1994)What is really necessary in successful buyer/seller relationships? (1995)Beyond Accuracy: What Data Quality Means to Data Consumers (1996)The Impact of Technostress on Role Stress and Productivity (2007)Evaluation of Structural Equation Models Using the Partial Least Squares (PLS) Approach (2009)A Conceptual Scheme and Procedure for Classifying Sales Positions (1998)The Impact of Time Congruity on Salesperson’s Role Stress: A Person–Job Fit Approach (2010)The present and future of the B2B sales profession (2023)
this work references cited by second hop

References

  • 1977Marketing Research: Methodological Foundations4,351 cited
  • 1977Identifying Successful Industrial Salesmen by Personality and Personal Characteristics138 cited
  • 1973Sales force performance and turnover40 cited

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