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Research article

First published 2013-8

Determining Competencies for Frontline Sales Managers in For-Profit Organizations

Tina K. Busch

Advances in Developing Human Resources

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Research article

First published 2025-12

A Competency-Based Curriculum Content Design for Complex B2B Sales in Higher Education Institutions

Silvio Cardinali, Marta Giovannetti, Pia Hautamäki [...]

Journal of Marketing Education

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Research article

First published 1972-5

Multivariate Analysis of Sales Responses of Competing Brands to Advertising

Neil E. Beckwith

Journal of Marketing Research

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Research article

First published 2022-3

Fuzzy Logic–Based Comparison of Predicted Sales Records of Competing Products

Anuradha Banerjee

Vision: The Journal of Business Perspective

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Research article

First published 2011-10

Linking Communication Competence With Call Center Agents’ Sales Effectiveness

Joe R. Downing

International Journal of Business Communication

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Research article

First published 2020-8

Attracting Students to Sales Positions: The Case of Effective Salesperson Recruitment Ads

Dawn R. Deeter-Schmelz, Andrea L. Dixon, Robert C. Erffmeyer [...]

Journal of Marketing Education

Open access

Research article

First published 2022-10

Ears on the Street: Practitioner Opinions on What Competencies Sales Executives Need and How to Develop Them

Annina Boehm-Fischer, Joel T. Schmidt, Jens Nachtwei

Sage Open

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Research article

First published 2008-7

When Intelligence is (Dys)Functional for Achieving Sales Performance

Willem J. Verbeke, Frank D. Belschak, Arnold B. Bakker [...]

Journal of Marketing

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Research article

First published 2011-1-1

The application of competency-based talent assessment systems in China

Shuming Zhao, Juan Du

Human Systems Management

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Research article

First published 2024

The Role of Sales Personnel Empathy and Customer-oriented Behaviour on Female Consumers’ Emotions and Satisfaction: An Empirical Analysis

Sivakumari Supramaniam, Surej P John, Sanjaya Singh Gaur

FIIB Business Review

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