A Critical Examination of the Recent Evolution of B2B Sales - Hardcover

Cohn, Joel G.

Hardcover

ISBN 13: 9798369303481

Publisher: IGI Global, 2024

Synopsis

The seismic shifts in B2B selling brought about by the recent global pandemic have left scholars grappling with the fundamental question of permanence. As the traditional face-to-face dynamics of B2B sales stand challenged, academic minds seek answers: Are these changes enduring, or will we revert to the familiar norms of in-person interactions? A Critical Examination of the Recent Evolution of B2B Sales is a groundbreaking exploration designed for academic scholars seeking clarity in these uncertain times. In the pursuit for understanding, scholars encounter a myriad of questions. What truly transpired in sales activities during the pandemic? Does the surge in virtual selling signify a lasting transformation, or is it merely a temporary adaptation? Critical thinking becomes paramount, necessitating a deep dive into published ideas to discern the strength of conclusions drawn. The academic community grapples with the challenge of scrutinizing the landscape to determine if the changes are indeed permanent and if so, how B2B sales forces can effectively adapt. A Critical Examination of the Recent Evolution of B2B Sales serves as the intellectual compass for scholars navigating the evolving B2B sales terrain. Through meticulously crafted chapters, it dissects the impact of the pandemic on sales activities, decodes the essence of B2B sales, and critically examines the rise of virtual selling. Armed with an array of critical thinking tools, scholars can scrutinize existing ideas, assess the permanence of observed changes, and chart a course for the future of B2B sales. This book offers a comprehensive solution, empowering academics to not only understand but actively contribute to the ongoing discourse on the future of B2B selling.

About this title

About the Author

Joel G. Cohn has 51 years of business experience consulting with very large accounts around the world in the areas of digital transformation, organizational and technology change. Dr. Cohn received his Ph. D. in Management and Leadership, from the University of Phoenix, with a concentration in Leadership and Management of Organizations; he received his M.A., from the University of Notre Dame, and his B.A., from SUNY Binghamton University. He has been a member of the Fulfillment Management Association; the American Production and Inventory Control Society; the Strategic Account Management Association, the Sustainability Management Association, and the Academy of Management. He has published in peer journals and published his dissertation as a book entitled VIRTUAL SELLING: Where are we going, and is the author of the book MY LIFE STORIES. Dr. Cohn is a full-time Professor at Everglades University and an adjunct professor at St. Thomas Aquinas College.

Edition details

• Publisher: IGI Global
• Publication date: 2024
• Language: English
• ISBN 13: 9798369303481
• Binding: Hardcover
• Number of pages: 300