Management Practices in Solution Sales—a Multilevel and Cross-Functional Framework
From The Journal of Personal Selling and Sales Management, Winter 2011
Business-to-business sales has changed from being an isolated function with little cross-functional influence to becoming an integrated part of long-term customer management and from an operational practice to a strategically focused part of business strategy. This suggests a need to change the unit of analysis from the activities and attributes of the salesperson toward strategic and managerial practices. This research, involving nine multinationally operating firms, identifies management(...)
