The Changing Nature of Sales: New Research on the Enduring Impact of the COVID-19 Crisis

20 August 2020


Florida State University's Leff Bonney recent research reveals the potential lasting impacts of the current pandemic on buying and selling over the net several years. Based on input from more than 250 buyers, 500 sellers, and 300 managers, it suggests how buyers and sales organization perceive the pandemic's impact differently, and how these differences may create blind spots for sales organizations anxious to anticipate buyers' future expectations.

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