Sales communication competence in international B2B solution selling

被引：52

作者：

Koponen, Jonna ^{[1
]}

Julkunen, Saara ^{[1
]}

Asai, Akiko ^{[2
]}

机构：

[1] Univ Eastern Finland, Business Sch, Kuopio, Finland

[2] JF Oberlin Univ, Intercultural Commun, Machida, Tokyo, Japan

来源：

INDUSTRIAL MARKETING MANAGEMENT | 2019年 / 82卷

关键词：

Relationship selling; B2B solution selling; Personal selling skills; Communication competence; Sales communication competence; SALESPERSON CUSTOMER ORIENTATION; EMOTIONAL INTELLIGENCE; CULTURAL INTELLIGENCE; PERFORMANCE; NEGOTIATION; DRIVERS; IMPACT; DIRECTIONS; STRATEGIES; MANAGEMENT;

D O I：

10.1016/j.indmarman.2019.01.009

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

Increasing demands for international solution selling call for a better understanding of the interpersonal communication competence required of sales professionals. Accordingly, this study investigates discipline-specific needs regarding the interpersonal communication competence required by business-to-business (B2B) sales-people. Empirical data was collected via 39 in-depth interviews from international B2B salespeople, sales managers, CEOs and sales communication educators. As a result, we have formed a new conceptualization of sales communication competence in international B2B solution selling comprising four components: (1) a behavioral communication component, (2) an affective communication component, (3) a cognitive communication component and (4) sales acumen. Managerial implications are presented with recommendations for future research.

引用

页码：238 / 252

页数：15

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