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| Author: | Dubinsky, A. J. |
| Title: | Development of a Relationship Selling Mindset: Organizational Influencers |
| Journal: | Journal of Business-to-Business Marketing
2003 : VOL. 10:1, p. 1-28 |
| Index terms: | SELLING SALES MANAGEMENT CHANGE ORGANIZATIONAL CULTURE |
| Language: | eng |
| Abstract: | Many business-to-business sales organizations have moved to employing relationship selling as a means of generating greater levels of customer satisfaction and long-term financial success. Relationship selling, though, is distinctly different from that utilized in traditional selling. Consequently, salespeople need to develop new skills and abilities to engage successfully in relationship selling. Doing so requires their adopting a relationship selling mindset. This paper suggests how business-to- business sales managers can create an organizational infrastructure that will facilitate salespeople's adoption o such a mindset. Managers' efforts are directed chiefly at fostering a sales organization that is ready for change. The paper provides a substantial list of references on this subject. |
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