文章基本信息

标题：Strategic Sales Conversations As A Foundation For Effective Partnership Selling
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作者：C. David Shepherd ; Morgan P. Miles ; Linda S. Munilla 等
期刊名称：Journal of Business & Economics Research
印刷版ISSN：1542-4448
电子版ISSN：2157-8893
出版年度：2011
卷号：7
期号：2
语种：English
出版社：The Clute Institute for Academic Research
摘要：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.
关键词：Partnership selling;strategic conversations;value creation