The embedded sales force: Connecting buying and selling organizations

被引：0
作者：
Kevin Bradford
Steven Brown
Shankar Ganesan
Gary Hunter
Vincent Onyemah
Robert Palmatier
Dominique Rouziès
Rosann Spiro
Harish Sujan
Barton Weitz
机构：
[1] University of Notre Dame,
[2] University of Houston,undefined
[3] University of Arizona,undefined
[4] Case Western Reserve University,undefined
[5] Babson College,undefined
[6] University of Washington Business School,undefined
[7] HEC School of Management—Paris,undefined
[8] Indiana University,undefined
[9] Tulane University,undefined
[10] University of Florida,undefined
来源：
Marketing Letters | 2010年 / 21卷
关键词：
Sales force; Relationship; Embedded;
D O I：
暂无
中图分类号：
学科分类号：
摘要：
Business-to-business firms are increasingly focusing on building long-term partnering relationships with key customers. Salespeople are often responsible for managing these relationships. To be effective as relationship managers, salespeople need to be embedded in both their firm’s and customers’ organizations. They need to have extensive knowledge of their customers’ business and also know and be able to leverage their firm’s resources to develop offerings tailored to their customers’ needs. Their companies and sales managers need to use different approaches to manage and support salespeople in this new role. In this paper, we examine some issues affecting the interfaces between elements of the embedded sales force and suggest some directions for future research and methods for examining these issues.
引用
收藏
页码：239 / 253
页数：14
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