Adaptive selling in business-to-business markets: Contextual boundary of a selling strategy from retailing

Autor: William L. Cron, Sascha Alavi, Johannes Habel

Publikováno v: Journal of Personal Selling & Sales Management. 43:117-127

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_________::277fa0941966f5f14391affb90de1370
https://doi.org/10.1080/08853134.2022.2113092

No conversion, no conversation: consequences of retail salespeople disengaging from unpromising prospects

Autor: Hanaa Ryari, Johannes Habel, William L. Cron, Jan Wieseke, Sascha Alavi

Publikováno v: Journal of the Academy of Marketing Science. 49:502-520

On encountering a prospect whom they believe unlikely to make a purchase, some retail salespeople adopt a sales strategy of limiting engagement with the customer, relying on a “no conversion, no conversation” (NC2) sales strategy. Is this a good

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_dedup___::62c4d0af9b897ed2a7dde3f4d422bddf
https://doi.org/10.1007/s11747-020-00763-x

Macro sales force research

Autor: William L. Cron

Publikováno v: Journal of Personal Selling & Sales Management. 37:188-197

The call for more macro sales force research where the sales force as a whole is the unit of analysis, which was raised in “The Strategic Role of the Sales Force,” is revisited in this article. Technology, consolidation, government policies, the

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_________::a295aa810e9e5a3ec3c2d7bc0bc5a896
https://doi.org/10.1080/08853134.2017.1352449

Personality matters: how adaptive selling skills mediate the effect of personality traits on salespeople's exploited cross-selling potential.

Autor: Homburg, Christian^1,2 (AUTHOR) christian.homburg@uni-mannheim.de, Knapp, Maximilian³ (AUTHOR), Wagner-Fabisch, Robin³ (AUTHOR)

Publikováno v: Journal of Personal Selling & Sales Management. Sep2024, Vol. 44 Issue 3, p293-314. 22p.

The strategic role of the sales force: perceptions of senior sales executives

Autor: Samuel Grossenbacher, William L. Cron, Artur Baldauf, Thomas W. Leigh

Publikováno v: Cron, William L.; Baldauf, Artur; Leigh, Thomas W.; Grossenbacher, Samuel (2014). The Strategic Role of the Sales Force: Perceptions of Senior Sales Executives. Journal of the Academy of Marketing Science, 42(5), pp. 471-489. Springer Science + Business Media LLC 10.1007/s11747-014-0377-6

Current models of sales force strategy imply formidable information processing demands, which leads us to take a cognitive approach to studying the issue of sales force strategy. We focus on how top-level executives use mental models of sales force p

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_dedup___::5682fd841e7293d415e81bb7aa8c1694
https://doi.org/10.1007/s11747-014-0377-6