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Strategic sales conversations as a foundation for effective partnership selling

journal contribution
posted on 2023-05-17, 05:25 authored by Shepherd, D, Munilla, L, Miles, M
This paper presents a new sales organization tool, strategic sales conversations, that can be used to enhance relationships with customers. Strategic sales conversations are an adaptation of strategic conversations in an inter- and intra- organizational context in which the selling firm is attempting to utilize open and honest communication to better understand the long-term needs of the buying organization. A process model of strategic sales conversations is developed and its implications are discussed.

History

Publication title

Journal of Business & Economics Research

Volume

7

Pagination

1-7

ISSN

1542-4448

Department/School

TSBE

Publisher

Clute Institute for Academic Research

Place of publication

United States

Rights statement

Copyright © 2008 The Clute Institute for Academic Research

Repository Status

  • Restricted

Socio-economic Objectives

Marketing

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