publication . Article . 2015

Social media and related technology:drivers of change in managing the contemporary sales force

Moncrief, William C.; Marshall, Greg W.; Rudd, John M.;
Open Access English
  • Published: 01 Feb 2015
  • Country: United Kingdom
Abstract
The selling environment has undergone tremendous transformation over the past 2 decades. Perhaps the greatest change has centered on changes and advancements in technology. The latest dramatic change has been the rapidly increasing use of social media and other related technologies in the business-to-business realm. The sales world began the use of technology through the use of Web 1.0, which was primarily webpage oriented; now we see the world of social media as the paradigm of how firms should implement technology. Although there has been some recent emphasis on how marketing might implement social media into their strategies and how the individual salesperson...
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