AI in sales: Laying the foundations for ...
Document type :
Article dans une revue scientifique: Article original
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Title :
AI in sales: Laying the foundations for future research
Author(s) :
Mcclure, Colleen [Auteur]
Epler, Rhett [Auteur]
Schmitt, Laurianne [Auteur]
Lille économie management - UMR 9221 [LEM]
Rangarajan, Deva [Auteur]
Lille économie management - UMR 9221 [LEM]
Epler, Rhett [Auteur]
Schmitt, Laurianne [Auteur]
Lille économie management - UMR 9221 [LEM]
Rangarajan, Deva [Auteur]
Lille économie management - UMR 9221 [LEM]
Journal title :
Journal of Personal Selling and Sales Management
Pages :
108-127
Publisher :
Taylor & Francis (Routledge)
Publication date :
2024-04-17
ISSN :
0885-3134
English keyword(s) :
Artificial intelligence ; sales process ; sales function ; sales managers ; organizations ; customers
HAL domain(s) :
Sciences de l'Homme et Société/Gestion et management
English abstract : [en]
Artificial intelligence (AI) tools have seen widespread adoption in the sales function. However, the pace of adoption means that sales researchers are often several steps behind the business world. A way to alleviate some ...
Show more >Artificial intelligence (AI) tools have seen widespread adoption in the sales function. However, the pace of adoption means that sales researchers are often several steps behind the business world. A way to alleviate some of these concerns is to provide a practical, yet up-to-date understanding of AI in sales. Thus, the purpose of this manuscript is to clarify what AI is, the role of AI in sales, and its implications for multiple stakeholders in the sales organization (i.e. salespeople, sales managers, organizations, and customers). To achieve this objective, the authors provide an up-to-date examination of business practices that are interwoven with practitioner and academic literature. Next, based upon exploratory interviews with eighteen practitioners, the authors discuss challenges and opportunities that can arise due to AI adoption. Finally, the authors provide directions for future exploration of AI in the sales domain.Show less >
Show more >Artificial intelligence (AI) tools have seen widespread adoption in the sales function. However, the pace of adoption means that sales researchers are often several steps behind the business world. A way to alleviate some of these concerns is to provide a practical, yet up-to-date understanding of AI in sales. Thus, the purpose of this manuscript is to clarify what AI is, the role of AI in sales, and its implications for multiple stakeholders in the sales organization (i.e. salespeople, sales managers, organizations, and customers). To achieve this objective, the authors provide an up-to-date examination of business practices that are interwoven with practitioner and academic literature. Next, based upon exploratory interviews with eighteen practitioners, the authors discuss challenges and opportunities that can arise due to AI adoption. Finally, the authors provide directions for future exploration of AI in the sales domain.Show less >
Language :
Anglais
Peer reviewed article :
Oui
Audience :
Internationale
Popular science :
Non
Collections :
Source :
Submission date :
2025-01-22T03:05:40Z