The traditional seven steps of selling is perhaps the oldest paradigm in the sales discipline.
The seven steps model has served as a basic framework in sales training, personal selling …

As customer-relationship selling continues to emerge as a significant selling strategy, the
role of customer-oriented selling takes on added significance. The personal selling …

During disruptions such as the COVID-19 pandemic, the resilience of any commercial
organization becomes a critical characteristic. This paper examines the flexibility of the sales …

The authors examine how the practice of personal selling and sales management is
changing as a result of the increased attention on long-term, buyer-seller relationships and …

In this 13th edition of Sales Force Management, Mark Johnston and Greg Marshall continue
to build on the book's reputation as a contemporary classic, fully updated for modern sales …

This study builds on previous research to investigate the integrated effects of ethical climate
and supervisory trust on salesperson's job attitudes and intentions to quit. Responses from …

Purpose–This research seeks to test a model examining the potential links between
customer orientation, expertise, and relationship quality at the interpersonal level and the …

Despite the rapidly growing customer relationship management (CRM) literature, the
dimensions of CRM and their effects on customer outcomes remain equivocal. In this …

Emotional exhaustion and organizational deviance are getting increased attention because
of their negative impact on business in terms of lost productivity, decreased job satisfaction …

The focus on ongoing customer relationships is the most distinctive aspect of relationship
marketing. To date we still have a poor understanding of the role played by interpersonal …