Strategic Sales Conversations as a Foundation for Effective Partnership Selling
Journal of Business & Economics Research
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.
Shepherd, C. David, Morgan P. Miles, Linda S. Munilla.
"Strategic Sales Conversations as a Foundation for Effective Partnership Selling."
Journal of Business & Economics Research, 7 (2): 1-7.