Sales communication competence in international B2B solution selling
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CitationKoponen, 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.
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.