Developing customer orientation to enhancing salesperson performance
Gita Sugiyarti
Journal of Business & Retail Management Research
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Key Drivers of Salesperson Performance: The Role of Sales Antecedents and Moderating Effect of Customer Directed Extra Role Behavior
Bilal Ahmad
Asian Journal of Economics, Business and Accounting, 2020
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The Strategy to Improve Salesperson’s Performance by Salesperson’s Technical Competency, Sales Soft Capability, Service Orientation, and Adaptive Selling
Shandy Zakaria
2018
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Customer Orientation and Salesperson Performance
Katherine Fulgence
European Journal of …, 2007
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Does salesperson's customer orientation create value in B2B relationships? Empirical evidence from India
Ramendra Singh
Industrial Marketing Management, 2011
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Salesperson performance and job attitudes revisited: an extended model and effects of potential moderators
Cengiz Yilmaz
European Journal of Marketing, 2002
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Customer Orientation’s Vital Importance to Achieve Sales Effectiveness
Bill Pickett
2020
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Salesperson Customer Orientation as an Antecedent to Customer Loyalty: An Exploratory Study
Neha Bhardwaj
SSRN Electronic Journal, 2015
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The joint contribution of marketing and sales to the creation of superior customer value
Gabriele Troilo
Journal of Business Research, 2007
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How sales strategy translates into performance: The role of salesperson customer orientation and value-based selling
alex haas
Industrial Marketing Management, 2015
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Effective Sales Management: What Do Sales People Think?
Dawn Deeter-Schmelz
Developments in Marketing Science: Proceedings of the Academy of Marketing Science, 2014
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An Examination of the Relationships between Retail Work Environments, Salesperson Selling Orientation-Customer Orientation and Job Performance
Charles Brooks
Journal of Marketing Theory and Practice, 2001
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IMPACT OF SALES PERSON ON CUSTOMER PURCHASE: A STUDY ON ORGANISED RETAILING
GJESR Journal
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THE EFFECTS OF SALESPERSON TRAINING PROGRAM QUALITY ON SALESPERSON COMPETENCY AND MANAGEMENT OF THE DISTRIBUTION AREA TO INCREASE SALESPERSON PERFORMANCE(Differences Study on Distribution Pharmacy Company in Central Java, Indonesia)
Augusty Ferdinand
2017
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The sales manager as a unit of analysis: a review and directions for future research
Richard Plank
Journal of Personal Selling & Sales Management, 2018
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An Analysis of Alternative Causal Models of Sales Performance on Sales People
Desita Anggra Dewi
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Toward a new perspective on salesperson success and motivation: a trifocal framework
arash hossein zadeh
Journal of Personal Selling and Sales Management, 2020
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Salesperson Goal Orientations and the Selling Performance Relationship: The Critical Role of Mediation and Moderation
Harri Terho, Danny Bellenger
Journal of business market management
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FACTORS INFLUENCING SALES PEOPLE'S PERFORMANCE: A STUDY OF MOBILE SERVICE PROVIDERS IN BANGLADESH
Muhammad Tahir Jan
Academy of Marketing Studies Journal, 2017
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Firm market orientation and salesperson customer orientation: interpersonal and intrapersonal influences on customer service and retention in business-to-business buyer–seller relationships
Paul Busch
Journal of Business Research, 2003
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The Role of Adaptive Sales in Increasing the Performance ff Jimshoney Product Sales Personnel in East Java
Rezza Lutviana Suryahadi
2021
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Needs for Achievement, Affiliation, and Power: the Possible Sales Manager’s Actions for Exceptional Salesforce Performance
Joseph I. Uduji
Research Journal of Finance and Accounting, 2013
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Investigating salesperson performance factors: A systematic review of the literature on the characteristics of effective salespersons
Halimin Herjanto
Australasian Marketing Journal (AMJ)
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Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers
Ernst Verwaal
Journal of The Academy of Marketing Science, 2011
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The impact of sales management practices on job satisfaction of salespeople
Tulin Ural
2017
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The Importance of Effective Working Relationships Between Sales and Marketing
Kenneth Le Meunier-FitzHugh
Oxford Handbooks Online, 2011
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The Role of the Sales Force in Value Creation and Appropriation: New Directions for Research
Christopher Blocker
Journal of Personal …, 2012
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Motivating salesperson customer orientation: insights from the job characteristics model
ashwin joshi
Journal of Business Research, 2005
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Measuring Customer Orientation of Salespeople: A Replication with Industrial Buyers
Zarir Abu Bakar
Journal of Marketing Research, 1985
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RELATIONSHIP MARKETING RESEARCH TAILORED TO SUPPORT SALES MANAGEMENT. CASE STUDY: AN INTERNATIONAL EXPRESS LOGISTICS COMPANY IN ROMANIA
Pop Alexandru
2010
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