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Generating Leads with Sequential Persuasion: Should Sales Influence Tactics be Consistent or Complementary?

Peer-reviewed
DOI
10.1080/08853134.2016.1275973
Pöyry, Essi Ilona; Parvinen, Petri Mika Tapani; McFarland, Richard G.
Journal of personal selling and sales management2017

Dualities in data-driven B2B sales and sales management

Peer-reviewed
Open access
Leijala, Antti; Kauppila, Osmo
Proceedings of the annual Global Sales Science Institute Conference2021

Impact and Competence Development of Sales Competition

Peer-reviewed
Open access
Holopainen, Timo; Mäkelä, Aleksi; Lappalainen, Harri; Rantala, Jukka; Berger, Thomas
Proceedings of the annual Global Sales Science Institute Conference2022

Interpersonal interaction in sales meetings

Peer-reviewed
Jokiniemi, Sini;Halinen, Aino
Proceedings of the Global Sales Science Insitute (GSSI) 5th Annual Conference Milan, 20112011

In Search of Networking Sales People

Peer-reviewed
Oksanen, E.
Fisher Institute for Professional Selling2001

The status of sales engineering education

Peer-reviewed
Open access
Kairisto-Mertanen, Liisa; Görne, Jobst; Anlanger, Roman; Bullemore, Jorge; Pullins, Ellen
Proceedings of the annual Global Sales Science Institute conference2019

A Sales Education Journey Around the Globe

Open access
Hautamäki, Pia; Pullins, Ellen
Sales education annual2022

Sales Collection

Open access
Häkkänen, Kaisu
Sales Collection2017

Sales behavior and performance in reactive context cultural setting – Evidence from two empirical studies

Peer-reviewed
Kairisto-Mertanen, L.; Terho, H.
25th Annual National Conference In Sales Management2010

Sales capability creation during new product development – early involvement of sales

Peer-reviewed
Open access
DOI
10.1108/JBIM-06-2020-0274
Annunen, Petteri; Mustonen, Erno; Härkönen, Janne; Haapasalo, Harri
Journal of business and industrial marketing2021

Generating Leads with Sequential Persuasion: Should Sales Influence Tactics be Consistent or Complementary?

Peer-reviewed
DOI
10.1080/08853134.2016.1275973
2017

Dualities in data-driven B2B sales and sales management

Peer-reviewed
Open access
2021

Impact and Competence Development of Sales Competition

Peer-reviewed
Open access
2022

Interpersonal interaction in sales meetings

Peer-reviewed
2011

In Search of Networking Sales People

Peer-reviewed
2001

The status of sales engineering education

Peer-reviewed
Open access
2019

A Sales Education Journey Around the Globe

Open access
2022

Sales Collection

Open access
2017

Sales behavior and performance in reactive context cultural setting – Evidence from two empirical studies

Peer-reviewed
2010

Sales capability creation during new product development – early involvement of sales

Peer-reviewed
Open access
DOI
10.1108/JBIM-06-2020-0274
2021