Coaching Practices in the Business‐to‐business Environment

Emerald - Tập 8 Số 2 - Trang 53-60 - 1993
David J.Good

Tóm tắt

A great deal has been written about the importance of marketers evolving into more relationship‐oriented selling practices. It is unclear however, the degree to which this evolution has impacted on the coaching practices of sales managers. Reports a survey of 143 sales managers engaged in business‐to‐business sales which indicates that coaching activities have been influenced by the need to build relationships with customers. In turn, this orientation will affect a number of new organizational concerns.

Từ khóa


Tài liệu tham khảo

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Thông tin
Thông tin xuất bản

Emerald

Tập 8 Số 2

53-60

Thông tin tác giả