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The Changing Character of Industrial Selling

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References

2007Sales and Marketing Management395 cited
1978Relationship between Salesperson Performance and Understanding of Customer Decision Making348 cited
1978The social psychology of industrial buying and selling165 cited
1979Delegating Pricing Authority to the Sales Force: The Effects on Sales and Profit Performance126 cited
1969Job enrichment pays off.114 cited
1978Industrial marketing management106 cited
2018American Management Association93 cited
1976The personal selling process: A critical review and model68 cited
1976Systems selling: Problems and benefits for buyers and sellers46 cited
1976The future of marketing strategy45 cited

Cited by

2006Do consulting‐oriented sales management programs impact salesforce performance and profit?30 cited
2013Making Sense of the Customer’s Role in the Personal Selling Process: A Theory of Organizing and Sensemaking Perspective27 cited
2003Industrial buyers’ perceptions of industrial salespersons20 cited

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