Leadership

Adhering To The Business Model: Differences In Sales Processes Between B2B Service And Non-Service Firms

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Executive Summary

Exploratory research on the impact of systematic selling processes on profitable growth in Business-To-Business (B2B) companies. The research compares companies focusing on service offerings to those focusing on non-service offerings. Survey containing 85 questions in four sales process management domains (customer acquisition, customer retention, customer relationship reactivation and customer relationship termination) from sales managers/directors in 165 companies. Significance of sales process systematization to self-reported combination variable of profitable growth tested with nonparametric Wilcoxon rank-sum test.

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