Now showing items 1-2 of 2

    • Implementing Key Account Strategy Implementation in the Sales Force 

      Bolander, William (2011-12)
      This dissertation examines how key account (KA) managers from an organization’s marketing department (i.e., KA marketing managers) implement a new KA program by simultaneously influencing sales managers and frontline ...
    • Salesperson Intuition: Its Critical Role and Antecedents 

      Hall, Zachary Ryan 1983- (2017-05-17)
      Salespeople’s ability to accurately assess customer needs is clearly important for successful salesperson-customer interactions. While adaptive selling is a popular sales approach for assessing customer needs, its foundation ...