Coaching Practices in the Business‐to‐business Environment
Journal of Business & Industrial Marketing
ISSN: 0885-8624
Article publication date: 1 February 1993
Abstract
A great deal has been written about the importance of marketers evolving into more relationship‐oriented selling practices. It is unclear however, the degree to which this evolution has impacted on the coaching practices of sales managers. Reports a survey of 143 sales managers engaged in business‐to‐business sales which indicates that coaching activities have been influenced by the need to build relationships with customers. In turn, this orientation will affect a number of new organizational concerns.
Keywords
Citation
Good, D.J. (1993), "Coaching Practices in the Business‐to‐business Environment", Journal of Business & Industrial Marketing, Vol. 8 No. 2, pp. 53-60. https://doi.org/10.1108/08858629310041366
Publisher
:MCB UP Ltd
Copyright © 1993, MCB UP Limited