Strategic Sales Conversations as a Foundation for Effective Partnership Selling

Document Type

Article

Publication Date

2009

Publication Title

Journal of Business & Economics Research

Abstract

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.

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