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1
Implementing the Challenger Sales Model at Cars.com: a case study
Implementing the Challenger Sales Model at Cars.com: a case study
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Implementing the Challenger Sales Model at Cars.com: a case study

The Journal of business & industrial marketing, 2019-03, Vol.34 (2), p.291-302 [Peer Reviewed Journal]

Emerald Publishing Limited ;Emerald Publishing Limited 2018 ;ISSN: 0885-8624 ;EISSN: 2052-1189 ;DOI: 10.1108/JBIM-01-2017-0016

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2
Misselling through Agents
Misselling through Agents
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Misselling through Agents

The American economic review, 2009-06, Vol.99 (3), p.883-908 [Peer Reviewed Journal]

Copyright 2009 The American Economic Association ;Copyright American Economic Association Jun 2009 ;ISSN: 0002-8282 ;EISSN: 1944-7981 ;DOI: 10.1257/aer.99.3.883 ;CODEN: AENRAA

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3
Impact of big data analytics on sales performance in pharmaceutical organizations: The role of customer relationship management capabilities
Impact of big data analytics on sales performance in pharmaceutical organizations: The role of customer relationship management capabilities
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Impact of big data analytics on sales performance in pharmaceutical organizations: The role of customer relationship management capabilities

PloS one, 2021-04, Vol.16 (4), p.e0250229-e0250229 [Peer Reviewed Journal]

COPYRIGHT 2021 Public Library of Science ;COPYRIGHT 2021 Public Library of Science ;2021 Shahbaz et al. This is an open access article distributed under the terms of the Creative Commons Attribution License: http://creativecommons.org/licenses/by/4.0/ (the “License”), which permits unrestricted use, distribution, and reproduction in any medium, provided the original author and source are credited. Notwithstanding the ProQuest Terms and Conditions, you may use this content in accordance with the terms of the License. ;2021 Shahbaz et al 2021 Shahbaz et al ;ISSN: 1932-6203 ;EISSN: 1932-6203 ;DOI: 10.1371/journal.pone.0250229 ;PMID: 33909667

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4
Brushing up on time-honored sales skills to excel in tomorrow’s environment
Brushing up on time-honored sales skills to excel in tomorrow’s environment
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Brushing up on time-honored sales skills to excel in tomorrow’s environment

The Journal of business & industrial marketing, 2023-02, Vol.38 (4), p.701-723 [Peer Reviewed Journal]

Emerald Publishing Limited ;Emerald Publishing Limited. ;ISSN: 0885-8624 ;EISSN: 2052-1189 ;DOI: 10.1108/JBIM-12-2020-0533

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5
Team Incentives and Performance: Evidence from a Retail Chain
Team Incentives and Performance: Evidence from a Retail Chain
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Team Incentives and Performance: Evidence from a Retail Chain

The American economic review, 2017-08, Vol.107 (8), p.2168-2203 [Peer Reviewed Journal]

Copyright© 2017 American Economic Association ;Copyright American Economic Association Aug 2017 ;ISSN: 0002-8282 ;EISSN: 1944-7981 ;DOI: 10.1257/aer.20160788

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6
Differential effects of online signals on sales performance of local brand clothing products
Differential effects of online signals on sales performance of local brand clothing products
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Differential effects of online signals on sales performance of local brand clothing products

Journal of enterprise information management, 2022-11, Vol.35 (6), p.1522-1547 [Peer Reviewed Journal]

Emerald Publishing Limited ;Emerald Publishing Limited. ;ISSN: 1741-0398 ;EISSN: 1758-7409 ;DOI: 10.1108/JEIM-01-2020-0039

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7
Strategy type and performance: the influence of sales force management
Strategy type and performance: the influence of sales force management
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Strategy type and performance: the influence of sales force management

Strategic management journal, 2000-08, Vol.21 (8), p.813-829 [Peer Reviewed Journal]

Copyright 2000 John Wiley & Sons, Ltd. ;Copyright © 2000 John Wiley & Sons, Ltd. ;2000 INIST-CNRS ;Copyright Wiley Periodicals Inc. Aug 2000 ;ISSN: 0143-2095 ;EISSN: 1097-0266 ;DOI: 10.1002/1097-0266(200008)21:8<813::AID-SMJ122>3.0.CO;2-G ;CODEN: SMAJD8

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8
Engaging the sales force in digital solution selling: how sales control systems resolve agency problems to create and capture superior value
Engaging the sales force in digital solution selling: how sales control systems resolve agency problems to create and capture superior value
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Engaging the sales force in digital solution selling: how sales control systems resolve agency problems to create and capture superior value

European journal of marketing, 2023-02, Vol.57 (3), p.794-833 [Peer Reviewed Journal]

Emerald Publishing Limited ;Emerald Publishing Limited. ;ISSN: 0309-0566 ;EISSN: 1758-7123 ;DOI: 10.1108/EJM-11-2021-0918

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9
An ecosystems analysis of how sales managers develop salespeople
An ecosystems analysis of how sales managers develop salespeople
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An ecosystems analysis of how sales managers develop salespeople

The Journal of business & industrial marketing, 2021-05, Vol.36 (4), p.654-665 [Peer Reviewed Journal]

Emerald Publishing Limited ;Emerald Publishing Limited 2020 ;ISSN: 0885-8624 ;EISSN: 2052-1189 ;DOI: 10.1108/JBIM-01-2020-0037

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10
The Effect of Door-to-Door Salespeople&#8217;s Individual Sales Capabilities on Selling Behavior and Performance: The Moderating Effect of Competitive Intensity
The Effect of Door-to-Door Salespeople&#8217;s Individual Sales Capabilities on Selling Behavior and Performance: The Moderating Effect of Competitive Intensity
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The Effect of Door-to-Door Salespeople’s Individual Sales Capabilities on Selling Behavior and Performance: The Moderating Effect of Competitive Intensity

Sustainability, 2022-03, Vol.14 (6), p.3327 [Peer Reviewed Journal]

2022 by the authors. Licensee MDPI, Basel, Switzerland. This article is an open access article distributed under the terms and conditions of the Creative Commons Attribution (CC BY) license (https://creativecommons.org/licenses/by/4.0/). Notwithstanding the ProQuest Terms and Conditions, you may use this content in accordance with the terms of the License. ;ISSN: 2071-1050 ;EISSN: 2071-1050 ;DOI: 10.3390/su14063327

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11
Design and implementation of automobile sales management system
Design and implementation of automobile sales management system
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Design and implementation of automobile sales management system

Journal of physics. Conference series, 2019-11, Vol.1345 (6), p.62052 [Peer Reviewed Journal]

Published under licence by IOP Publishing Ltd ;2019. This work is published under http://creativecommons.org/licenses/by/3.0/ (the “License”). Notwithstanding the ProQuest Terms and Conditions, you may use this content in accordance with the terms of the License. ;ISSN: 1742-6588 ;EISSN: 1742-6596 ;DOI: 10.1088/1742-6596/1345/6/062052

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12
The employee as a punching bag: The effect of multiple sources of incivility on employee withdrawal behavior and sales performance
The employee as a punching bag: The effect of multiple sources of incivility on employee withdrawal behavior and sales performance
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The employee as a punching bag: The effect of multiple sources of incivility on employee withdrawal behavior and sales performance

Journal of organizational behavior, 2012-01, Vol.33 (1), p.121-139 [Peer Reviewed Journal]

Copyright © 2012 John Wiley & Sons, Ltd. ;Copyright © 2011 John Wiley & Sons, Ltd. ;Copyright Wiley Periodicals Inc. Jan 2012 ;ISSN: 0894-3796 ;EISSN: 1099-1379 ;DOI: 10.1002/job.767 ;CODEN: JORBEJ

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13
Sales and Monetary Policy
Sales and Monetary Policy
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Sales and Monetary Policy

The American economic review, 2011-04, Vol.101 (2), p.844-876 [Peer Reviewed Journal]

Copyright© 2011 The American Economic Association ;Copyright American Economic Association Apr 2011 ;ISSN: 0002-8282 ;EISSN: 1944-7981 ;DOI: 10.1257/aer.101.2.844 ;CODEN: AENRAA

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14
The embedded sales force: Connecting buying and selling organizations
The embedded sales force: Connecting buying and selling organizations
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The embedded sales force: Connecting buying and selling organizations

Marketing letters, 2010-09, Vol.21 (3), p.239-253 [Peer Reviewed Journal]

2010 Springer Science+Business Media, LLC ;Springer Science+Business Media, LLC 2010 ;ISSN: 0923-0645 ;EISSN: 1573-059X ;DOI: 10.1007/s11002-010-9106-1

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15
Sales Prospecting Framework: Marketing Team, Salesperson Competence, and Sales Structure
Sales Prospecting Framework: Marketing Team, Salesperson Competence, and Sales Structure
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Sales Prospecting Framework: Marketing Team, Salesperson Competence, and Sales Structure

BAR, Brazilian administration review, 2020-10, Vol.17 (4), p.1-1 [Peer Reviewed Journal]

COPYRIGHT 2020 Associacao Nacional de Pos-Graduacao e Pesquisa em Administracao-ANPAD ;2020. This work is published under https://creativecommons.org/licenses/by/4.0 (the “License”). Notwithstanding the ProQuest Terms and Conditions, you may use this content in accordance with the terms of the License. ;This work is licensed under a Creative Commons Attribution 4.0 International License. ;ISSN: 1807-7692 ;EISSN: 1807-7692 ;DOI: 10.1590/1807-7692bar2020200025

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16
Personal sales success factors in a wealthy market environment
Personal sales success factors in a wealthy market environment
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Personal sales success factors in a wealthy market environment

Journal of Eastern European and Central Asian research, 2019-03, Vol.6 (1), p.24

2019. This work is published under https://creativecommons.org/licenses/by/4.0/ (the “License”). Notwithstanding the ProQuest Terms and Conditions, you may use this content in accordance with the terms of the License. ;ISSN: 2328-8272 ;EISSN: 2328-8280 ;DOI: 10.15549/jeecar.v6i1.270

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17
The impact of job satisfaction, adaptive selling behaviors and customer orientation on salesperson's performance: exploring the moderating role of selling experience
The impact of job satisfaction, adaptive selling behaviors and customer orientation on salesperson's performance: exploring the moderating role of selling experience
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The impact of job satisfaction, adaptive selling behaviors and customer orientation on salesperson's performance: exploring the moderating role of selling experience

The Journal of business & industrial marketing, , Vol.28 (7), p.554-564 [Peer Reviewed Journal]

Emerald Group Publishing Limited ;Copyright Emerald Group Publishing Limited 2013 ;ISSN: 0885-8624 ;EISSN: 2052-1189 ;DOI: 10.1108/JBIM-04-2011-0121

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18
Online retail returns management: Integration within an omni-channel distribution context
Online retail returns management: Integration within an omni-channel distribution context
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Online retail returns management: Integration within an omni-channel distribution context

International journal of physical distribution & logistics management, 2016-07, Vol.46 (6/7), p.584-605 [Peer Reviewed Journal]

Emerald Group Publishing Limited ;Emerald Group Publishing Limited 2016 ;ISSN: 0960-0035 ;EISSN: 1758-664X ;DOI: 10.1108/IJPDLM-01-2015-0010

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19
Emotional labor in a sales ecosystem: a salesperson-customer interactional framework
Emotional labor in a sales ecosystem: a salesperson-customer interactional framework
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Emotional labor in a sales ecosystem: a salesperson-customer interactional framework

The Journal of business & industrial marketing, 2021-05, Vol.36 (4), p.666-685 [Peer Reviewed Journal]

Emerald Publishing Limited ;Emerald Publishing Limited 2020 ;ISSN: 0885-8624 ;EISSN: 2052-1189 ;DOI: 10.1108/JBIM-01-2020-0019

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20
THE IMPACTS OF ELECTRONIC WORD-OF-MOUTH ON HIGH-INVOLVEMENT PRODUCT SALES: MODERATING EFFECTS OF PRICE, BRAND ORIGIN, AND NUMBER OF CUSTOMERS
THE IMPACTS OF ELECTRONIC WORD-OF-MOUTH ON HIGH-INVOLVEMENT PRODUCT SALES: MODERATING EFFECTS OF PRICE, BRAND ORIGIN, AND NUMBER OF CUSTOMERS
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THE IMPACTS OF ELECTRONIC WORD-OF-MOUTH ON HIGH-INVOLVEMENT PRODUCT SALES: MODERATING EFFECTS OF PRICE, BRAND ORIGIN, AND NUMBER OF CUSTOMERS

Journal of electronic commerce research, 2022, Vol.23 (3), p.177-189 [Peer Reviewed Journal]

Copyright Journal of Electronic Commerce Research 2022 ;ISSN: 1938-9027 ;EISSN: 1526-6133

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