Publication Type

Journal Article

Publication Date

3-2008

Abstract

To get a fair return on the superior value that their offerings deliver to customers, progressive B-to-B companies transform their sales forces from value spendthrifts into value merchants. These companies foster value merchants in more ways than simply compensating salespeople on profitability. As a result, their salespeople become value merchants, making business with customers more profitable by finding value drains and value leaks--rather than by seeking price cuts to retain or gain business.

Keywords

Sales management, sale personnel, valu added, profitability, employee motivation, corporate culture, incentives

Discipline

Marketing | Sales and Merchandising

Research Areas

Marketing

Publication

Marketing Management

Volume

17

Issue

2

First Page

31

Last Page

35

ISSN

1061-3846

Publisher

American Marketing Association Publications Group

Copyright Owner and License

Authors

Creative Commons License

Creative Commons Attribution-Noncommercial-No Derivative Works 4.0 License
This work is licensed under a Creative Commons Attribution-Noncommercial-No Derivative Works 4.0 License.

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