A Research Agenda for Sales presents a roadmap of the future of
sales. Eight recognized sales scholars discuss ideas that scholars
are exploring and that firms can use for success in
hypercompetitive markets with demanding customers. Featuring
original research and current developments in the field, the
chapters focus on critical topics and provide answers to important
questions by company leaders and sales scholars. Salespeople are
leveraging technological developments and shaping the evolution of
customer orientation. At the same time, there are challenges and
opportunities from artificial intelligence and digitalization. This
book looks at these topics and explores ways that entrepreneurs and
family business owners can overcome sales challenges and use
professional selling to grow their business as well as what can
sales managers do to attract talented millennials and Gen Z
salespeople and keep them motivated. Traditional sales concepts and
process practiced in the developed economies may apply to emerging
economies and one chapter looks at this process. Lastly, the book
explores what business executives can do to promote an ethical
climate while reducing salespersons' burnout and strain.
Academically rigorous and user friendly, these pages explore timely
concepts that are important for researchers, practitioners, and
scholars in the sales field.
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