When do salespeople pursue and win deals? a two-stage model of sales opportunity outcomes

Guesalaga Rodrigo; Kapelianis Dimitri

首页> 外文期刊>The Journal of Business & Industrial Marketing >When do salespeople pursue and win deals? a two-stage model of sales opportunity outcomes

【24h】

When do salespeople pursue and win deals? a two-stage model of sales opportunity outcomes

机译：销售人员什么时候追求并赢得交易？销售机会结果的两阶段模型

获取原文

获取原文并翻译 | 示例

获取外文期刊封面封底 >>

开具论文收录证明 >>

文献代查 >>

页面导航

摘要
著录项
相似文献
相关主题

摘要

Purpose - The purpose of this study is to develop and test a two-stage model of sales opportunity outcomes, and thus identify the factors that influence the likelihood of a salesperson pursuing and winning a sales deal.

机译：目的-这项研究的目的是开发和测试销售机会成果的两阶段模型，从而确定影响销售人员追求并赢得销售交易的可能性的因素。

著录项

来源
《The Journal of Business & Industrial Marketing》 |2015年第7期|817-829|共13页
作者
Guesalaga Rodrigo; Kapelianis Dimitri;
展开▼
作者单位

Pontificia Univ Catolica Chile, Santiago, Chile;

Univ New Mexico, Anderson Sch Management, Albuquerque, NM 87131 USA;

展开▼
收录信息
原文格式 PDF
正文语种 eng
中图分类
关键词
Sales force; Sales management; Conservation of resources theory; Sales success versus failure; Longitudinal design;

机译：销售人员;销售管理;资源节约理论;销售成败;纵向设计;

相似文献

外文文献
中文文献
专利

1. Allocation of Salespeople's resources for generating new sales opportunities across four types of customers [J] . Nguyen Thuy D., Paswan Audhesh, Dubinsky Alan J. Industrial marketing management . 2018,第JANa期

机译：分配销售人员的资源以在四种类型的客户中产生新的销售机会
2. Authentic Leadership In Sales Management: The Effects On Salespeople’s Task Related Outcomes [J] . Nihat Kaya, Samet Aydin Business and Economic Research . 2016,第2期

机译：真正的销售管理领导力：对销售人员任务相关成果的影响
3. Authentic Leadership In Sales Management: The Effects On Salespeople’s Task Related Outcomes [J] . Samet Aydin, Nihat Kaya Business and Economic Research . 2016,第2期

机译：真正的销售管理领导力：对销售人员任务相关成果的影响
4. WHEN DO SALESPEOPLE WIN COMPLEX SALES ENGAGEMENTS? [C] . Dimitri Kapelianis Decision Sciences Institute annual meeting . 2012

机译：销售人员何时赢得复杂的销售参与？
5. Age, Tenure, General Self-Efficacy, and Sales Performance of Salespeople [D] . Suhonen, Juhani . 2019

机译：年龄，任期，一般自我效力，以及销售人员的销售表现
6. Substituting sugar confectionery with fruit and healthy snacks at checkout – a win-win strategy for consumers and food stores? a study on consumer attitudes and sales effects of a healthy supermarket intervention [O] . Lise L. Winkler, Ulla Christensen, Charlotte Glümer, 2016

机译：在结帐时用水果和健康的零食代替糖食这对消费者和食品商店来说是双赢的策略吗？健康超市干预对消费者态度和销售效果的研究
7. An Integrated Bargaining Solution Analysis For Vertical Cooperative Sales Promotion Campaigns Based On The Win-Win-Win Papakonstantinidis Model [O] . George S. Spais 2012

机译：基于双赢的Papakonstantinidis模型的垂直合作销售促销活动综合讨价还价解析

When do salespeople pursue and win deals? a two-stage model of sales opportunity outcomes

摘要

著录项

相似文献

相关主题

期刊订阅