المراجع

أولاً: المراجع العربية:

بن عروس، جمال. (2015). مدى مساهمة إدارة المعرفة في تأهيل قوى البيع لتحقيق الميزة التنافسية(Doctoral dissertation) جامعة امحمد بوقرة: كلية العلوم الإقتصادية والتجارية وعلوم التسيير).‎

بوهالي, & قواجلية. (2022). دور رجال البيع الشخصي في خلق الميزة التنافسية لمؤسسات الإيواء السياحي بالشرق الجزائري من وجهة نظر الزبائن (Doctoral dissertation‎).

محمد السواح, & رحاب. (2018). فاعلية التعلم الجوال القائم على الورش التعليمية في تنمية مهارات التسويق الإلکتروني لدى أخصائي تکنولوجيا التعليم. مجلة البحوث في مجالات التربية النوعية, 4(العدد 17 (تکنولوجیا التعلیم) الجزء الثالث), 33-53.‎

مرتضى علي العجب علي. (2016). أثر مهارات رجال البيع على زيادة المبيعات دراسة حالة مجمع ساريا الصناعي في الفترة من 2009م–2012م.‎

اليأس, & عمار عبد االله إبراهيم. (2017). أثر تدريب رجال البيع في زيادة حجم المبيعات) دراسة ميدانية–مصنع فابي لمنتجات الألبان (Doctoral dissertation  التجاني الطاهر عبد القادر).‎

ثانياً: المراجع الأجنبية:

Abel, G. (2023). “You’re selling a brand”: Marketing commercial sex online. Sexualities, 26(3), 354-371.

Bauer, N. M., & Taylor, T. (2023). Selling them short? Differences in news coverage of female and male candidate qualifications. Political Research Quarterly, 76(1), 308-322.

Casella, R. (2023). Selling us the fortress: The promotion of techno-security equipment for schools. Taylor & Francis.

Chague, F., De-Losso, R., & Giovannetti, B. (2019). The short-selling skill of institutions and individuals. Journal of Banking & Finance, 101, 77-91.

Dammert, A. C., & Nansamba, A. (2023). Skills training and business outcomes: Experimental evidence from Liberia. World Development, 162, 106120.

Denny, R. (2009). Successful selling skills. Kogan Page Publishers.

Guenzi, P., & Nijssen, E. J. (2023). The relationship between digital solution selling and value-based selling: a motivation-opportunity-ability (MOA) perspective. European Journal of Marketing, 57(3), 745-770.

Huang, Y. M., Silitonga, L. M., Murti, A. T., & Wu, T. T. (2023). Learner engagement in a business simulation game: impact on higher-order thinking skills. Journal of Educational Computing Research, 61(1), 96-126.

Hughes, D. E., Le Bon, J., & Rapp, A. (2013). Gaining and leveraging customer-based competitive intelligence: the pivotal role of social capital and salesperson adaptive selling skills. Journal of the Academy of marketing Science, 41, 91-110.

Kakeesh, D. F., Al-Weshah, G. A., & Dababneh, R. B. (2021). Leveraging market share through selling skills: the mediating role of adaptive selling behaviour. International Journal of Business Performance Management, 22(4), 363-379.

Loe, T., & Inks, S. (2014). The advanced course in professional selling. Journal of Marketing Education, 36(2), 182-196.

McDonough, R. P., & Doucette, W. R. (2003). Using Personal Selling Skills to Promote Pharmacy Services: Everyday encounters with patients offer valuable opportunities to build demand for pharmacy services and impart the value of pharmaceutical care. Journal of the American Pharmacists Association, 43(3), 363-374.

Munyon, T. P., Frieder, R. E., Satornino, C. B., Carnes, A. M., Bolander, W., & Ferris, G. R. (2021). Selling your network: how political skill builds social capital and enhances salesperson performance. Journal of Personal Selling & Sales Management, 41(3), 233-249.

Omar, K. M. (2016). The moderating roles of selling skills and knowledge on the customer satisfaction and the organization performance. American Journal of Economics, 6(3), 158-170.

Porter, S. S., Wiener, J. L., & Frankwick, G. L. (2003). The moderating effect of selling situation on the adaptive selling strategy–selling effectiveness relationship. Journal of Business Research, 56(4), 275-281.

Powers, T. L., Jennings, J. A. C., & DeCarlo, T. E. (2014). An assessment of needed sales management skills. Journal of Personal Selling & Sales Management, 34(3), 206-222.

Razmak, J., Pitzel, J. W., Belanger, C., & Farhan, W. (2023). Brushing up on time-honored sales skills to excel in tomorrow’s environment. Journal of Business & Industrial Marketing, 38(4), 701-723.

Rentz, J. O., Shepherd, C. D., Tashchian, A., Dabholkar, P. A., & Ladd, R. T. (2002). A measure of selling skill: Scale development and validation. Journal of personal selling & sales management, 22(1), 13-21.

Rocco, R. A., & Whalen, D. J. (2014). Teaching yes, and… improv in sales classes: Enhancing student adaptive selling skills, sales performance, and teaching evaluations. Journal of Marketing Education, 36(2), 197-208.

Shoemaker, M. E., & Johlke, M. C. (2002). An examination of the antecedents of a crucial selling skill: asking questions. Journal of Managerial Issues, 118-131.

Singh, R., Kumar, N., & Puri, S. (2017). Thought self-leadership strategies and sales performance: integrating selling skills and adaptive selling behavior as missing links. Journal of Business & Industrial Marketing, 32(5), 652-663.

Tienken, C., Classen, M., & Friedli, T. (2023). Engaging the sales force in digital solution selling: how sales control systems resolve agency problems to create and capture superior value. European Journal of Marketing, 57(3), 794-833.

Wachner, T., Plouffe, C. R., & Grégoire, Y. (2009). SOCO's impact on individual sales performance: The integration of selling skills as a missing link. Industrial marketing management, 38(1), 32-44.

West, V. L. (2006). Teaching written communication skills in professional selling: The cover letter. Journal of Marketing Education, 28(3), 205-217.

Widmier, S. M., Loe, T., & Selden, G. (2007). Using role-play competition to teach selling skills and teamwork. Marketing Education Review, 17(1), 69-78.