... and its impact on sales outcomes. Design/methodology/approach The sample consisted of sales representatives from a health-care company that used GenAI as part of their sales process. The pretest included in-depth interviews and feedback from leadership to develop a preliminary questionnaire, followed...

... a holistic assessment of the international business-to-business sales process. This study outlines four key aspects of the sales process that differ from traditional domestic industrial selling. Then, the study suggests examining the international sales process as a stage-based approach, versus exclusively...

...Dr Minna Rollins; Annie Liu; Mark Leach; Richa Chugh Purpose – The purpose of this study is to develop a sales process framework to facilitate business-to-business (B2B) customer reacquisition. A comprehensive CRM process needs to include reacquisition strategies. Yet, very few firms have formal...

...Thomas Brashear; Susanne Wiatr Borg; Per Vagn Freytag Purpose This paper aims to offer a two‐dimensional holistic framework for analyzing interpersonal relationships in the sales process in a business‐to‐business (B2B) context. Design/methodology/approach This paper takes the form...

... to become value creators. Design/methodology/approach Based on two case studies, the authors map the best practices in customer value quantification from the point of view of industrial customers, and study value‐based sales processes to uncover the value‐based sales activities for implementing...