Abstract
The increasing application of digital technologies is transforming sales considerably. However, it is unclear how sales can adapt properly – particularly from the B2B sales skills side. Despite the urgency of this matter, in-depth research on B2B sales skills
in the digital era remains sparse. In this structured abstract, a new conceptual model for a more modern B2B skill set is thus developed in a cross-country study. As a preliminary result, most of the traditional sales skills are still required in future, but
need to be complemented by intercultural as well as digital sales skills.
in the digital era remains sparse. In this structured abstract, a new conceptual model for a more modern B2B skill set is thus developed in a cross-country study. As a preliminary result, most of the traditional sales skills are still required in future, but
need to be complemented by intercultural as well as digital sales skills.
| Original language | English |
|---|---|
| Title of host publication | Proceedings of the Global Sales Science Institute Annual Conference |
| Editors | Dawn Deeter |
| Pages | 19-24 |
| Number of pages | 6 |
| ISBN (Electronic) | 2510-733X |
| Publication status | Published - Jun 2021 |
Keywords
- Sales Management
- sales skills
- digital era