Understanding the enduring shifts in sales strategy and processes caused by the COVID-19 pandemic
Marta Giovannetti,
Arun Sharma,
Deva Rangarajan
et al.
Abstract:Purpose
The COVID-19 pandemic has led to major sales strategy and process changes as many interactions migrated from face-to-face to virtual environments. The nature of the interactions changed, and sales firms, the sales function and salespeople created new processes to excel in virtual environments. As sales processes evolve further, this paper aims to focus on understanding the enduring shifts in sales strategy and processes. In addition, this study seeks to understand the characteristics of enduring shifts… Show more
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