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Pitfalls of consultative selling
3 references·2 citing·15 second hop
Pitfalls of consultative selling (1981)Pitfalls of consultative sellingSales Program Management: Formulation and Implementation (1977)Sales Program Management: For…Marketing Professional Services (1977)Marketing Professional Servic…The marketing of professional services (1972)The marketing of professional…Generative mechanisms in project marketing – an agenda for inquiry (2013)Generative mechanisms in proj…Creating superior value through network offerings (2008)Creating superior value throu…Systematic combining: an abductive approach to case research (2002)Configurational Comparative Methods: Qualitative Comparative Analysis (QCA) and Related Techniques (2009)A Realist Theory of Science (2013)Determinants of Long-Term Orientation in Buyer-Seller Relationships (1994)Dyadic Business Relationships within a Business Network Context (1994)Green Marketing (2015)Building a new academic field—The case of services marketing (1993)Marketing for Service Industries-A Revie (1993)DEFINING QUALITY: ALTERNATIVES AND IMPLICATIONS (1994)Managing the Relationships with Corporate Customers (1986)Determinants of Continuity in Conventional Industrial Channel Dyads (1989)The Implementation of Business Strategies: Implications for the Sales Function (1992)A Gap Analysis of Professional Service Quality (1989)Word of mouth: understanding and managing referral marketing (1998)Best-Worst Scaling: Theory, Methods and Applications (2015)
this work references cited by second hop

References

  • 1977Marketing Professional Services328 cited
  • 1972The marketing of professional services141 cited
  • 1977Sales Program Management: Formulation and Implementation20 cited

Cited by

  • 2008Creating superior value through network offerings8 cited
  • 2013Generative mechanisms in project marketing – an agenda for inquiry7 cited

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