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Strategic sales conversations as a foundation for effective partnership selling
journal contributionposted 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.
Publication titleJournal of Business & Economics Research
PublisherClute Institute for Academic Research
Place of publicationUnited States
Rights statementCopyright © 2008 The Clute Institute for Academic Research