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Strategic sales conversations as a foundation for effective partnership selling


Shepherd, D and Munilla, L and Miles, M, Strategic sales conversations as a foundation for effective partnership selling, Journal of Business & Economics Research, 7, (2) pp. 1-7. ISSN 1542-4448 (2008) [Refereed Article]

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Copyright 2008 The Clute Institute for Academic Research

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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.

Item Details

Item Type:Refereed Article
Research Division:Commerce, Management, Tourism and Services
Research Group:Strategy, management and organisational behaviour
Research Field:Entrepreneurship
Objective Division:Economic Framework
Objective Group:Management and productivity
Objective Field:Marketing
UTAS Author:Miles, M (Professor Morgan Miles)
ID Code:68612
Year Published:2008
Deposited By:Management
Deposited On:2011-03-15
Last Modified:2014-11-10

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