haku: @indexterm Relationship marketing / yhteensä: 249
viite: 133 / 249
Tekijä: | Beverland, M. |
Otsikko: | The partnering role of salespeople in a business-to-business setting |
Lehti: | Journal of Asia-Pacific Business
2002 : VOL. 4:3, p. 3-25 |
Asiasana: | Relationship marketing Salespeople Organizations Culture Case studies |
Kieli: | eng |
Tiivistelmä: | 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. |
SCIMA