Business-to-business selling in the post-COVID-19 era: Developing an adaptive sales force

Rangarajan, Deva; Sharma, Arun; Lyngdoh, Teidorlang; Paesbrugghe, Bert

doi:10.1016/j.bushor.2021.02.030

Cited by 74 publications

(64 citation statements)

References 16 publications

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“…However, the economic effect and the market disruption attributable to the pandemic have created significant changes in the market and consumer behaviors, which make it more difficult to manage sales activities and competition ( Charoensukmongkol, 2022a ). Some organizations have had to adjust their sales by introducing new product lines that can generate higher market demand during the pandemic ( Rangarajan et al, 2021 ). Many have also changed the way they gain access to customers by adopting information technology and online platforms for market communication ( Hartmann & Lussier, 2020 ).…”

Section: Introductionmentioning

confidence: 99%

The flexibility of salespeople and management teams: How they interact and influence performance during the COVID-19 pandemic

Charoensukmongkol

Pandey²

2023

Asia Pacific Management Review

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Section: Introductionmentioning

confidence: 99%

The flexibility of salespeople and management teams: How they interact and influence performance during the COVID-19 pandemic

Charoensukmongkol

Pandey²

2023

Asia Pacific Management Review

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“…Sales and the entire organization have had to master challenging times even before the pandemic situation. The dynamic process in sales forces sales leader to adapt their selling processes from time to time (Rangarajan et al, 2021).…”

Section: Adaptive Sellingmentioning

confidence: 99%

“…That means the role of salespeople has to be adapted as well. Rangarajan et al (2021) examined in their research the whole sales process from the beginning till the end. The aim of his research was to see how technological adaptability and adaptive sales behavior have changed the traditional F2F (face to face) process.…”

Section: Adaptive Sellingmentioning

confidence: 99%

“…The detailed description of Rangarajan et al (2021) for each step in the style of Dubinsky (1980) outlines the transformation for salespeople. It shows modifications in all seven steps whereby the use of technology and the role of salespeople seems relevant.…”

Section: Adaptive Sellingmentioning

confidence: 99%

“…Communication like live chats, WhatsApp or Signal, E-mails, video communication with Microsoft Teams or Zoom brought a new sales situation in the organizations and especially in the salesforce. The sudden change of the customer behavior forces sales managers to rethink and adapt their strategies and processes (Rangarajan et al, 2021).…”

Section: Introductionmentioning

confidence: 99%

See 2 more Smart Citations

Explaining Correlations of Digital Transformation and Adaptiveness in B2B Sales in Relation to Rresilience

Gunther¹

2022

Pandémia – Fenntartható Gazdálkodás – Környezettudatosság

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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.

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Understanding the Digital Communication Preference of Business-to-Business Purchasers and Sellers

Paesbrugghe

Lyngdoh

Sharma

et al. 2021

Advances in Digital Marketing and eCommerce

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Business-to-business selling in the post-COVID-19 era: Developing an adaptive sales force

Cited by 74 publications

References 16 publications

The flexibility of salespeople and management teams: How they interact and influence performance during the COVID-19 pandemic

The flexibility of salespeople and management teams: How they interact and influence performance during the COVID-19 pandemic

Explaining Correlations of Digital Transformation and Adaptiveness in B2B Sales in Relation to Rresilience

Understanding the Digital Communication Preference of Business-to-Business Purchasers and Sellers

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