What makes sales presentations effective - a buyer-seller perspective

Author： Cicala John E.   Smith Rachel K.   Bush Alan J.  

Publisher： Emerald Group Publishing Ltd

ISSN： 0885-8624

Source： The Journal of Business and Industrial Marketing, Vol.27, Iss.2, 2012-01, pp. : 78-88

Disclaimer: Any content in publications that violate the sovereignty, the constitution or regulations of the PRC is not accepted or approved by CNPIEC.

Previous Menu Next

Abstract

Related content

Power as a predictor of industrial complaining styles in a buyer/seller relationship: the buyer's perspective

By Hansen Scott W  

The Journal of Business and Industrial Marketing, Vol. 12, Iss. 2, 1997-02 ,pp. : 134-148

Emerald Group Publishing Ltd

Access to resources Recommend Favorite

Mapping out the Field of Gender and Buyer-Seller Relationships: Developing a New Perspective

By Beetles Andrea   Crane Andrew  

Journal of Marketing Management, Vol. 21, Iss. 1-2, 2005-02 ,pp. : 231-250

Routledge Ltd

Access to resources Recommend Favorite

Impact of the consideration of future sales consequences and customer-oriented selling on long-term buyer-seller relationships

By Schultz Roberta J   Good David J  

The Journal of Business and Industrial Marketing, Vol. 15, Iss. 4, 2000-04 ,pp. : 200-215

Emerald Group Publishing Ltd

Access to resources Recommend Favorite

A dialectical model of buyer-seller relationships

By Dampérat Maud   Jolibert Alain  

The Journal of Business and Industrial Marketing, Vol. 24, Iss. 3-4, 2009-03 ,pp. : 207-217

Emerald Group Publishing Ltd

Access to resources Recommend Favorite

The role of selfishness in buyer-seller relationships

By Palmer Adrian  

Marketing Intelligence & Planning, Vol. 20, Iss. 1, 2002-02 ,pp. : 22-27

Emerald Group Publishing Ltd

Access to resources Recommend Favorite