Works matching Sales prospecting

Results: 65

Making a List: Teaching Prospecting in Sales Courses.

Published in:

Journal of Higher Education Theory & Practice, 2023, v. 23, n. 17, p. 74, doi. 10.33423/jhetp.v23i17.6535

By:

Gyomlai, Moumita Das;
Milovic, Alex;
Dingus, Rebecca

Publication type:

Article

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

Published in:

BAR: Brazilian Administration Review, 2020, v. 17, n. 4, p. 1, doi. 10.1590/1807-7692bar2020200025

By:

Afonso Vieira, Valter;
Pimentel Claro, Danny

Publication type:

Article

Teaching Integrated Digital Prospecting in the advanced sales course.

Published in:

Journal of Global Scholars of Marketing Science, 2023, v. 33, n. 3, p. 429, doi. 10.1080/21639159.2022.2048961

By:

Fyles, J. James;
Guy, Bonnie S.

Publication type:

Article

Congruence between Course Modality and Professor Communication: A Study of Pedagogical Impact using Sales Techniques.

Published in:

Journal for Advancement of Marketing Education, 2018, v. 26, n. 2, p. 10

By:

Rippé, Cindy B.;
Weisfeld-Spolter, Suri;
Cummins, Shannon;
Yurova, Yuliya

Publication type:

Article

Selling and Sales Management in Action: Prospecting: A New Look at the Old Challenge.

Published in:

Journal of Personal Selling & Sales Management, 1992, v. 12, n. 4, p. 59

By:

Jolson, Marvin A.;
Wotruba, Thomas R.

Publication type:

Article

THE ABC RULE OF PROSPECTING.

Published in:

ASEANAffairs, 2009, v. 3, n. 5, p. 66

By:

McClure, Mark

Publication type:

Article

Why Salespeople Avoid Big-Whale Sales Opportunities.

Published in:

Journal of Marketing, 2022, v. 86, n. 5, p. 95, doi. 10.1177/00222429211037336

By:

Xu, Juan;
van der Borgh, Michel;
Nijssen, Edwin J.;
Lam, Son K.

Publication type:

Article

Flexing Your Sales Muscle.

Published in:

Journal of Financial Planning, 2009, p. 22

By:

Hulett, Kirk

Publication type:

Article

AXEL KLARMEYER BECOMES CEO OF BEGO DENTAL.

Published in:: Guident, 2019, v. 12, n. 4, p. 77
Publication type:: Article

INFLUENCE OF LEASING COMPANY IMAGE ON THE LEASING PACKAGE SALES.

Published in:

Interdisciplinary Management Research, 2009, v. 5, p. 451

By:

Vujić, Slobodan;
Vujić, Saša

Publication type:

Article

MÜŞTERİ İLİŞKİLERİ YÖNETİMİNDEKİ TEMEL BOYUTLAR VE TIBBİ MALZEME LOJİSTİĞİ ÜZERİNE BİR UYGULAMA.

Published in:

Akdeniz University Faculty of Economics & Administrative Sciences Faculty Journal / Akdeniz Universitesi Iktisadi ve Idari Bilimler Fakultesi Dergisi, 2004, v. 4, n. 7, p. 129

By:

UYSAL, Fahriye;
AKSOY, Şafak

Publication type:

Article

SPREAD THE WORD.

Published in:

Marketing Health Services, 2011, v. 31, n. 1, p. 22

By:

Gombeski, William;
Britt, Jason;
Wray, Tanya;
Taylor, Jan;
Adkins, Wanda;
Riggs, Karen

Publication type:

Article

Solving the problem.

Published in:

Tribology & Lubrication Technology, 2011, v. 67, n. 12, p. 78

By:

Kennedy, Jerry L.

Publication type:

Article

Asking better questions.

Published in:

Tribology & Lubrication Technology, 2011, v. 67, n. 4, p. 52

By:

Kennedy, Jerry L.

Publication type:

Article

PROPOSTA DE INTERVENÇÃO PARA A MENSURAÇÃO DA EFETIVIDADE DOS CANAIS DE MÍDIAS ATRAVÉS DOS LEADS DE UMA REVENDA DE AUTOMÓVEIS NA CIDADE DE CASCAVEL-PR.

Published in:

Revista Interdisciplinar Científica Aplicada, 2022, v. 16, n. 2, p. 68

By:

Marcos Dessanti, Jucé;
Antonio Rojo, Claudio

Publication type:

Article

The Role of Technology in Enabling Sales Support.

Published in:

Journal of Management Policy & Practice, 2012, v. 13, n. 2, p. 66

By:

Arndt, Aaron D.;
Harkins, Jason

Publication type:

Article

Dynamic vs static pricing in a make-to-stock queue with partially controlled production.

Published in:

OR Spectrum, 2007, v. 29, n. 2, p. 193, doi. 10.1007/s00291-006-0049-0

By:

Gayon, Jean-Philippe;
Dallery, Yves

Publication type:

Article

CRM AND SALES PIPELINE MANAGEMENT: EMPIRICAL RESULTS FOR MANAGING OPPORTUNITIES.

Published in:

Marketing Management Journal, 2011, v. 21, n. 1, p. 60

By:

PETERSON, ROBERT M.;
RODRIGUEZ, MICHAEL;
KRISHNAN, VIJAYKUMAR

Publication type:

Article

The Impact of Customer Community Participation on Customer Behaviors: An Empirical Investigation.

Published in:

Marketing Science, 2010, v. 29, n. 4, p. 756, doi. 10.1287/mksc.1090.0555

By:

Algesheimer, René;
Borle, Sharad;
Dholakia, Utpal M.;
Singh, Siddharth S.

Publication type:

Article

Does Better Physical Accessibility Lead to Higher Sales Revenues? The Case of Slovenian Restaurant SMEs.

Published in:

Academica Turistica, 2023, v. 16, n. 3, p. 257, doi. 10.26493/2335-4194.16.257-275

By:

Kukanja, Marko;
Planinc, Saša

Publication type:

Article

A Statistical Case For Logical Spreadsheets.

Published in:

Conflict Resolution & Negotiation Journal, 2013, v. 2013, n. 1, p. 175

By:

Chin, Jerry;
Ellis, Chris;
Chin, Mary

Publication type:

Article

Are You Overlooking Your Greatest Competition?

Published in:

B>Quest, 2018, p. 1

By:

Meyer, Peter

Publication type:

Article

Take a Professional to Lunch: A Process to Establish a Professional Network.

Published in:

Marketing Education Review, 2012, v. 22, n. 1, p. 39, doi. 10.2753/MER1052-8008220107

By:

Butler, Daniel D.

Publication type:

Article

International capacity building: Improving sales skills in a for-profit business in South Africa-part 1.

Published in:

Performance Improvement, 2012, v. 51, n. 1, p. 8, doi. 10.1002/pfi.21235

By:

Van Reede Van Oudtshoorn, Wessel

Publication type:

Article

Determining the Value of an Industrial Prospect: A Prospect Preference Index Model.

Published in:

Journal of Personal Selling & Sales Management, 1987, v. 7, n. 2, p. 27

By:

Brady, Donald L.

Publication type:

Article

Incorporating Information from Salespeople into the Marketing Planning Process.

Published in:

Journal of Personal Selling & Sales Management, 1980, v. 1, n. 1, p. 76

By:

Klompmaker, Jay E.

Publication type:

Article

A Scale for Source Credibility, Validated in the Selling Context.

Published in:

Journal of Personal Selling & Sales Management, 1980, v. 1, n. 1, p. 17

By:

Simpson, Edwin K.;
Kahler, Ruel C.

Publication type:

Article

The Power of Leverage.

Published in:: ASEANAffairs, 2009, v. 3, n. 6, p. 70
Publication type:: Article

Ensaio Metodológico para a Prospecção Mercadológica para Empreendimentos Gastronômicos.

Published in:

Revista Turismo em Análise, 2010, v. 21, n. 2, p. 341, doi. 10.11606/issn.1984-4867.v21i2p341-356

By:

Ferraz Perussi, Regina;
Miranda de Sá Teles, Reinaldo

Publication type:

Article

Retail change in China: retrospect and prospects.

Published in:

International Review of Retail, Distribution & Consumer Research, 2010, v. 20, n. 1, p. 69, doi. 10.1080/09593961003594501

By:

Uncles, Mark D.

Publication type:

Article

Doing Money Work in a Door-to-Door Sales Organization.

Published in:

Symbolic Interaction, 2003, v. 26, n. 3, p. 447, doi. 10.1525/si.2003.26.3.447

By:

Schweingruber, David;
Berns, Nancy

Publication type:

Article

The Sales Lead Black Hole: On Sales Reps' Follow-Up of Marketing Leads.

Published in:

Journal of Marketing, 2013, v. 77, n. 1, p. 52, doi. 10.1509/jm.10.0047

By:

Sabnis, Gaurav;
Chatterjee, Sharmila C.;
Grewal, Rajdeep;
Lilien, Gary L.

Publication type:

Article

V. REGULATION OF UNFAIR COMPETITION.

Published in:

Journal of Marketing, 1969, v. 33, n. 2, p. 77

By:

Werner, Ray O.;
Cohen, Dorothy

Publication type:

Article

Concentration by Salesman on Congenial Prospects.

Published in:

Journal of Marketing, 1964, v. 28, n. 2, p. 64, doi. 10.2307/1248894

By:

Gadel, M. S.

Publication type:

Article

A Comparative Study of Impact of Training and Development Expenditure on Sales of Leading Multinational and National Pharmaceutical Industry Of Pakistan.

Published in:

International Journal of Global Business, 2024, v. 17, n. 1, p. 1

By:

Rasheed, Tooba;
Ali, Tahir

Publication type:

Article

Impact of Marketing Expenditures on Sales of Leading Multinational & Local Pharmaceutical Industries in Pakistan: A Comparative Study.

Published in:

Journal of Marketing & Management, 2023, v. 14, n. 1, p. 18

By:

Zawar Shah, Syed Muhammad;
Ali, Tahir

Publication type:

Article

Capacity Allocation over a Long Horizon: The Return on Turn-and-Earn.

Published in:

Manufacturing & Service Operations Management (M&SOM), 2012, v. 14, n. 1, p. 24, doi. 10.1287/msom.1110.0346

By:

Lu, Lauren Xiaoyuan;
Lariviere, Martin A.

Publication type:

Article

Pinpointing Prospects for Industrial Sales.

Published in:: Journal of Marketing, 1960, v. 25, n. 1, p. 26, doi. 10.2307/1249119
Publication type:: Article

Are All Referrals Created Equal? The Impact of Social Connections on Consumer Discounts.

Published in:

Advances in Consumer Research, 2009, v. 36, p. 879

By:

Johnson, Bryan R.;
Ross, Jr., William T.

Publication type:

Article

A Situational Analysis on How Salespeople Experience and Cope with Shame and Embarrassment.

Published in:

Psychology & Marketing, 2002, v. 19, n. 9, p. 713, doi. 10.1002/mar.10032

By:

Verbeke, Willem;
Bagozzi, Richard P.

Publication type:

Article

The S&OP Tension Convention: Two S&OP Pros Square Off on the Issue of Conflict within the Process.

Published in:

Journal of Business Forecasting, 2013, v. 32, n. 4, p. 6

By:

Bower, Patrick;
Fossella, Glen

Publication type:

Article

Letter from the Editor.

Published in:

Journal of Business Forecasting, 2013, v. 32, n. 4, p. 3

By:

Jain, Chaman L.

Publication type:

Article

Reversing the Dialogue.

Published in:

Journal of Financial Planning, 2015, v. 28, n. 5, p. 26

By:

Finley, Daniel C.

Publication type:

Article

Measuring Marketing ROI.

Published in:

Journal of Financial Planning, 2013, v. 26, n. 2, p. 19

By:

Luke, Kristen

Publication type:

Article

The Best Way to Get Referrals? Stop Asking for Them.

Published in:

Journal of Financial Planning, 2013, v. 26, n. 1, p. 22

By:

Wershing, Stephen

Publication type:

Article

Overcoming Sales Call Reluctance.

Published in:

Journal of Financial Planning, 2011, p. 20

By:

Kadansky, Connie

Publication type:

Article

Use Focus Groups to Solve Referral Challenges.

Published in:

Journal of Financial Planning, 2010, p. 12

By:

Allison, Dan

Publication type:

Article

Now Is a Good Time to Get Referrals.

Published in:

Journal of Financial Planning, 2010, p. 10

By:

MacPherson, Duncan

Publication type:

Article

Response Modeling with Nonrandom Marketing-Mix Variables.

Published in:

Journal of Marketing Research (JMR), 2004, v. 41, n. 4, p. 467, doi. 10.1509/jmkr.41.4.467.47005

By:

Manchanda, Puneet;
Rossi, Peter E.;
Chintagunta, Pradeep K.

Publication type:

Article

Controlling Risk and Return in the Management of a Sales Team.

Published in:

Journal of Marketing Research (JMR), 1968, v. 5, n. 3, p. 277, doi. 10.2307/3150344

By:

Layton, Roger A.

Publication type:

Article