Industrial distributor selling: The roles of outside and inside sales-Reference-Cited by-同舟云学术

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Industrial distributor selling: The roles of outside and inside sales

Published:1986-02 Issue:1 Volume:15 Page:55-62
ISSN:0019-8501
Container-title:Industrial Marketing Management
language:en
Short-container-title:Industrial Marketing Management

Author:

Narus James A.,Anderson James C.

Publisher

Elsevier BV

Subject

Marketing

Reference32 articles.

1. Salesmanship;Baer,1972

2. Industrial Sales Management in the 1980s;Bellizzi;Industrial Marketing Management,1981

3. Telemarketing: The Answer to Rising Costs of Cold Calls;Bencin;Direct Marketing,1981

4. Telemarketing: The Answer to Rising Costs of Cold Calls;Bencin;Direct Marketing,1981

Cited by 24 articles. 订阅此论文施引文献订阅此论文施引文献，注册后可以免费订阅5篇论文的施引文献，订阅后可以查看论文全部施引文献

1. The effect of inside sales and hybrid sales structures on customer value creation;Journal of Business Research;2023-01

2. Value Added of Customer- and Operations-Focused Sales Reps in Business Markets: A Human Capital Perspective;SSRN Electronic Journal;2023

3. Inside sales social media use and its strategic implications for salesperson-customer digital engagement and performance;Industrial Marketing Management;2022-01

4. Incentivizing of inside sales units — the interplay of incentive types and unit structures;Journal of Personal Selling & Sales Management;2021-02-04

5. The business-to-business inside sales force: roles, configurations and research agenda;European Journal of Marketing;2020-03-02

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