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| Author: | Beverland, M. |
| Title: | The partnering role of salespeople in a business-to-business setting |
| Journal: | Journal of Asia-Pacific Business
2002 : VOL. 4:3, p. 3-25 |
| Index terms: | Relationship marketing Salespeople Organizations Culture Case studies |
| Language: | eng |
| Abstract: | The salesforce plays a crucial role btw. an organization and its customers. This study aims to examine changes in the role of sales in a business-to-business setting. Based on in-depth interviews support is found for the requirement that salespeople need to form "partnerships" with customers. Organizational support for salespeople consisted of using virtual teams and customer focused culture. |
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