What Hasn’t Changed

Jonathan London and Martin Lucas

Chapter Chapter 2 in Using Technology to Sell, 2012, pp 21-45 from Springer

Abstract: Abstract As rapidly as technology is changing, and despite the plethora of articles, social “experts,” and dogma about the role of social media in selling, the basics of selling in a B2B environment haven’t changed much in many areas, especially once the salesperson and the prospect meet. Today, prospects and salespeople may be better informed, but prospects will still have internal decision-making and purchasing processes, and salespeople will have their own approaches and processes (see Figure 2–3) to win as much business as possible.

Keywords: None None; Sales Process; Behavior Style; Professional Sport Team; Annual Quota (search for similar items in EconPapers)
Date: 2012
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-1-4302-3934-5_2

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DOI: 10.1007/978-1-4302-3934-5_2

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