The Embedded Salesforce: Connecting Buying and Selling Organizations

Dominique Rouzies, Kevin Bradford, Steven Brown, Shankar Ganesan, Gary Hunter, Vincent Onyemah, Robert Palmatier, Rosann Spiro, Harish Sujan and Barton A. Weitz
Additional contact information
Dominique Rouzies: GREGH - Groupement de Recherche et d'Etudes en Gestion à HEC - HEC Paris - Ecole des Hautes Etudes Commerciales - CNRS - Centre National de la Recherche Scientifique
Kevin Bradford: Department of Marketing, Mendoza College of Business, University of Notre Dame - UND - University of Notre Dame [Indiana]
Steven Brown: University of Houston
Shankar Ganesan: Department of Marketing - University of Arizona
Gary Hunter: Weatherland School of Management - Case Western Reserve University [Cleveland]
Vincent Onyemah: marketing department - Babson College
Robert Palmatier: University of Washington [Seattle]
Rosann Spiro: Kelley School of Business - Indiana University [Bloomington] - Indiana University System
Harish Sujan: Tulane University
Barton A. Weitz: Department of Marketing - UF - University of Florida [Gainesville]

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Abstract: Business-to-business firms are increasingly focusing on building long-term partnering relationships with key customers. Salespeople are often responsible for managing these relationships. To be effective as relationship managers, salespeople need to be embedded in both their firm's and customers' organizations. They need to have extensive knowledge of their customers' business and also know and be able to leverage their firm's resources to develop offerings tailored to their customers' needs. Their companies and sales managers need to use different approaches to manage and support salespeople in this new role. In this paper, we examine some issues affecting the interfaces between elements of the embedded sales force and suggest some directions for future research and methods for examining these issues.

Keywords: Sales force; Relationship; Embedded (search for similar items in EconPapers)
Date: 2010-09
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Citations: View citations in EconPapers (2)

Published in Marketing Letters, 2010, 21 (3), pp.239-253. ⟨10.1007/s11002-010-9106-1⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-00537094

DOI: 10.1007/s11002-010-9106-1

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