Salesperson communication effectiveness in a digital sales interaction
Abstract
null null B2B buyers are exhibiting an increased preference to transact digitally with vendors. A topic which has yet to receive sufficient academic attention in this modern selling environment is salesperson communication effectiveness. Accordingly, this article: 1) defines digital sales interactions (DSIs) as technology-enabled, face-to-face buyer-seller exchanges; 2) proposes a typology of DSIs to set the stage to examine salesperson...
Paper Details
Title
Salesperson communication effectiveness in a digital sales interaction
Published Date
Oct 1, 2020
Volume
90
Pages
106 - 112
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