WHEN DO SALESPEOPLE WIN COMPLEX SALES ENGAGEMENTS?

机译：销售人员何时赢得复杂的销售参与？

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Salespeople chartered with responsibility for contesting complex sales engagements seek advantage in competitive crafting-the use of information and knowledge about competitors in the creation of a business proposition for a customer. This study reveals the crafting behaviors of salespeople at a Fortune-500 firm as they contest multi-million dollar transactions.

机译：负责对复杂的销售活动进行竞争的特许销售人员在竞争性手工艺中寻求优势-在为客户创建业务主张时使用有关竞争对手的信息和知识。这项研究揭示了一家财富500强公司的销售人员在竞争数百万美元交易时的手工艺行为。

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来源
《Decision Sciences Institute annual meeting》|2012年|p.1200-1205|共6页
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作者
Dimitri Kapelianis;
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中图分类管理学;管理学;
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4. WHEN DO SALESPEOPLE WIN COMPLEX SALES ENGAGEMENTS? [C] . Dimitri Kapelianis Decision Sciences Institute annual meeting . 2011

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WHEN DO SALESPEOPLE WIN COMPLEX SALES ENGAGEMENTS?

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