Stop for a minute and reflect: What is your view of selling? Has your perception of sales changed over the years?
Your answer is most likely ‘yes’ if you are a customer or salesperson in business to business (B2B) sales. But not if you are a customer of retail. More about that another time.
Today’s changing B2B and high-end B2C sale practice styles are an adaptation to the environmental forces. The change towards people-centricity is evident in a number of organisational functions, in particular the sales function where there has been a significant shift from product-focused selling to relationship selling.
To serve their customers better, in ever more competitive marketplaces, companies feel compelled to reorganise their sales force around markets rather than … read more by subscribing.
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