Transcript
The Future of Selling
Executives’ Perspective of the Changing Role of the Sales Profession: Views from
France, United States and Mexico
Tanner et al. Journal of Business & Industrial Marketing 23(3): 193-202
Philip DesAutelsBentley College
What does the future hold for the salesperson?
What’s so interesting??
ASSUME
In theory
…phenomenological thematic interpretational approach to understand the professional intellect…
Ha: The sales force is facing change and that will have a significant impact on the future of the sales profession and the sales force.
Sample
RESEARCH Design
Testing
Results
Contributions
Implications
The Future