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Business-to-business selling in the post-COVID-19 era: Developing an adaptive sales force |
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| Institution: | 1. Miller College of Business, Ball State University, 2000 W. University Avenue, Muncie, IN 47306, U.S.A.;2. Business School, University of Miami, Coral Gables, FL 33124-6554, U.S.A.;3. Kent Business School, University of Kent, Chatham, ME4 4TE, U.K.;4. IESEG School of Management, 92800, Paris La Défense-Cedex, France |
| Abstract: | The COVID-19 pandemic has changed how salespeople interact with customers and with business-to-business (B2B) organizations. Organizations must confront the shifts in how their salespeople operate. Recent research recommends firms develop an adaptive sales force to address disruptions like a pandemic and be prepared to meet such challenges in the future. Based on interviews with marketing and sales executives, we explore how firms have responded to these interconnected changes during the COVID-19 pandemic and offer insight into best practices deployed across industries. |
| Keywords: | Adaptive sales force B2B sales Digital transformation COVID-19 pandemic Sales conversation Sales technology |
| 本文献已被 ScienceDirect 等数据库收录！ | |