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Increasing resilience by creating an ...
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Document type :
Article dans une revue scientifique
DOI :
10.1016/j.indmarman.2020.05.023
Title :
Increasing resilience by creating an adaptive salesforce
Author(s) :
Sharma, Arun [Auteur]
Rangarajan, Deva [Auteur]
Paesbrugghe, Bert [Auteur]
Lille économie management - UMR 9221 [LEM]
Journal title :
Industrial marketing management
Pages :
238-246
Publisher :
Elsevier
Publication date :
2020-07
ISSN :
0019-8501
HAL domain(s) :
Sciences de l'Homme et Société
Sciences de l'Homme et Société/Economies et finances
English abstract : [en]
During disruptions such as the COVID-19 pandemic, the resilience of any commercial organization becomes a critical characteristic. This paper examines the flexibility of the sales process—that is, adaptive selling—as an ...
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During disruptions such as the COVID-19 pandemic, the resilience of any commercial organization becomes a critical characteristic. This paper examines the flexibility of the sales process—that is, adaptive selling—as an analog to resiliency, and recommends that firms create an adaptive salesforce to increase resilience. By examining the extant research and conducting interviews with sales leaders, the findings of this paper suggest that an adaptive salesforce should focus on three areas of change within team structures. The first is an increase in flexibility and adaptiveness for the functions that the salesforce performs. The second area is an improvement of the adaptiveness of scale in which sales functions can be rapidly insourced or outsourced. The final area is technology adaptiveness, in which the salesforce adopts the use of technologies that are most relevant to customers. Implications for the firm, sales function, and individual salespeople are also derived.Show less >
Language :
Anglais
Peer reviewed article :
Oui
Audience :
Internationale
Popular science :
Non
Collections :
  • Lille Économie Management (LEM) - UMR 9221
Source :
Harvested from HAL
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