Abstract. Composition and evolution of fluids depositing tin and tungsten ores in Kibaran quartz vein deposits allow the modelling of devolatizing evolved granites as their source at depth. Fluids forming gold quartz veins and breccias are different from the first, especially by showing characteristics of a high-pressure environment. All deposits are controlled by compressional deformation whose fading phases affect earlier formed veins. These findings lead to the conclusion that both anatectic melting resulting in intrusion of fertile granites, and the generation of fluids forming gold deposits are the final consequence of deep crustal metamorphism. The latter was caused by crustal thickening immediately preceding the metallogenetic climax.
The sales environment and specifically B2B sales have changed tremendously in the last couple of years. Especially the pandemic crisis has addressed disruption regarding sales strategies. The sales force as well as sales managers and the entire organization faces challenges to operate and perform with the new behavior of buyers. Actual research in this field underpins that digital transformation and an adaptive sales force could help to create a more resilient strategy in B2B sales. Technological advances have been a driving force in these changes, warranting scientific inquiry into the use of new technologies in business development. The article outlines the extant literature on digital transformation and adaptive selling in B2B sales. Based on interviews with sales managers the author explored how these managers could transpose adaption in their business strategy. Based on the assumption that the salesforce provides solutions like products and services to their customers, the potential benefit of adaptive selling and digital transformation will be discussed. In the last section of this article the author examines the gaps in the scientific literature and discuss these with suggestions on how adaptive selling and transformation could support resilient sales strategies in the B2B sales.
Communication between seller and buyer is done through multiple channels. There are multiple ways to use technical media and channel selection to create more information, but does this lead to a better performance of a firm? Research on the impact of different marketing channels in the industry regarding performance factors remains scarce. The performance of a firm is the most significant factor and will be monitored through different attributes. The purpose of this paper is to review the drivers of a sales process in terms of sales cycles, channels and communication in relation to it’s effect on performance. Beyond the characteristics of sales the review delineates the changes from the past to the present. The contribution of this review is to understand the various capabilities in channel management and communication that can be adapted to the sales process and increase a firm’s performance.
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