Книга: Управление отделом продаж

Рекомендуемая литература

Рекомендуемая литература

Baldauf, Artur and Nick Lee. International Selling and Sales Management: Sales Force Research beyond Geographic Boundaries. Journal of Personal Selling & Sales Management 31 (лето, 2012). С. 211–218.

Bradford, Kevin D., Goutam N.Challagalla, Gary K. Hunter, William C. Moncrief. Strategic Account Management: Conceptualizing, Integrating, and Extending the Domain from Fluid to Dedicated Accounts. Journal of Personal Selling & Sales Management 32 (зима, 2012). С. 41–56.

Lacoste, Sylvie. Vertical Coopetition: The Key Account Perspective. Industrial Marketing Management 41 (май, 2012). С. 649–658.

Sullivan, Ursula Y., Robert M. Peterson, and Vijaykumar Krishnan. Value Creation and Firm Sales Performance: The Mediating Roles of Strategic Account Management and Relationship Perception. Industrial Marketing Management 41 (январь, 2012). С. 166–173.

Terho, Harri, Alexander Haas, Andreas Eggert, and Wolfgang Ulaga. It’s Almost Like Taking the Sales out of Selling – Towards a Conceptualization of Value-Based Selling in Business Markets. Industrial Marketing Management 41 (январь, 2012). С. 174–185.

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