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Sales communication competence in international B2B solution selling

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Article (554.0Kb)
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published version
Date
2019
Author(s)
Koponen, Jonna
Julkunen, Saara
Akiko, Asai
Unique identifier
10.1016/j.indmarman.2019.01.009
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Self-archived article

Citation
Koponen, Jonna. Julkunen, Saara. Akiko, Asai. (2019). Sales communication competence in international B2B solution selling.  Industrial marketing management, 82, 238-252. 10.1016/j.indmarman.2019.01.009.
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CC BY-NC-ND https://creativecommons.org/licenses/by-nc-nd/4.0/
Abstract

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) salespeople. 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.

Subjects
relationship selling   B2B solution selling   personal selling skills    communication competence   sales communication competence   
URI
https://erepo.uef.fi/handle/123456789/7813
Link to the original item
http://dx.doi.org/10.1016/j.indmarman.2019.01.009
Publisher
Elsevier BV
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  • Yhteiskuntatieteiden ja kauppatieteiden tiedekunta [381]
University of Eastern Finland
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