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Salesperson rapport: a literature review and research agenda for an evolving digital sales process
Rapport and rapport-building are fundamental building blocks of the sales process. As part
of the approach in personal selling, as well as a relationship-building mechanism, rapport …
of the approach in personal selling, as well as a relationship-building mechanism, rapport …
Cultivating resilience in organizational frontline employees
This research examines the antecedents and outcomes of organizational frontline
employees'(FLEs') resilience. Develo** a better understanding of resilience, defined as an …
employees'(FLEs') resilience. Develo** a better understanding of resilience, defined as an …
Lonely and Insecure: How salesperson Well-Being impacts performance
Loneliness has become increasingly common in society, especially for salespeople as they
navigate the more remote, digital world of selling. Understanding how loneliness impacts the …
navigate the more remote, digital world of selling. Understanding how loneliness impacts the …
Persisting changes in sales due to global pandemic challenges
The global health pandemic triggered many challenges for businesses and society, forcing
organizations and salespeople alike to pivot, alter their sales strategies, accelerate their …
organizations and salespeople alike to pivot, alter their sales strategies, accelerate their …
Exploring the drivers of B2B end user engagement
While engagement has enjoyed an abundance of academic and practitioner attention
recently, few studies have examined engagement from the perspective of end users utilizing …
recently, few studies have examined engagement from the perspective of end users utilizing …