Sales transformation: conceptual domain and dimensions
Volume: 37, Issue: 3, Pages: 686 - 703
Published: Aug 16, 2021
Abstract
Purpose This study aims to offer a conceptualization of sales transformation, a phenomenon that is redefining the role of salespeople and the nature of Business-to-Business (B2B) relationships while disrupting the selling logics across a variety of industries. Design/methodology/approach Through a two-stage approach, the authors propose and test a conceptual model of sales transformation. The authors conducted 20 interviews and two focus groups...
Paper Details
Title
Sales transformation: conceptual domain and dimensions
Published Date
Aug 16, 2021
Volume
37
Issue
3
Pages
686 - 703
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