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The Embedded Salesforce: Connecting Buying and Selling Organizations

Author

Listed:
  • Dominique Rouzies

    (GREGH - Groupement de Recherche et d'Etudes en Gestion à HEC - HEC Paris - Ecole des Hautes Etudes Commerciales - CNRS - Centre National de la Recherche Scientifique)

  • Kevin Bradford

    (Department of Marketing, Mendoza College of Business, University of Notre Dame - UND - University of Notre Dame [Indiana])

  • Steven Brown

    (University of Houston)

  • Shankar Ganesan

    (Department of Marketing - University of Arizona)

  • Gary Hunter

    (Weatherland School of Management - Case Western Reserve University [Cleveland])

  • Vincent Onyemah

    (marketing department - Babson College)

  • Robert Palmatier

    (University of Washington [Seattle])

  • Rosann Spiro

    (Kelley School of Business - Indiana University [Bloomington] - Indiana University System)

  • Harish Sujan

    (Tulane University)

  • Barton A. Weitz

    (Department of Marketing - UF - University of Florida [Gainesville])

Abstract

Business-to-business firms are increasingly focusing on building long-term partnering relationships with key customers. Salespeople are often responsible for managing these relationships. To be effective as relationship managers, salespeople need to be embedded in both their firm's and customers' organizations. They need to have extensive knowledge of their customers' business and also know and be able to leverage their firm's resources to develop offerings tailored to their customers' needs. Their companies and sales managers need to use different approaches to manage and support salespeople in this new role. In this paper, we examine some issues affecting the interfaces between elements of the embedded sales force and suggest some directions for future research and methods for examining these issues.

Suggested Citation

  • Dominique Rouzies & Kevin Bradford & Steven Brown & Shankar Ganesan & Gary Hunter & Vincent Onyemah & Robert Palmatier & Rosann Spiro & Harish Sujan & Barton A. Weitz, 2010. "The Embedded Salesforce: Connecting Buying and Selling Organizations," Post-Print hal-00537094, HAL.
    • Handle: RePEc:hal:journl:hal-00537094
    DOI: 10.1007/s11002-010-9106-1
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    Cited by:

    1. Micevski, Milena & Dewsnap, Belinda & Cadogan, John W. & Kadic-Maglajlic, Selma & Boso, Nathaniel, 2019. "Sales intra-functional flexibility: Its relationship to performance and moderating effects on role stressors," Journal of Business Research, Elsevier, vol. 104(C), pages 552-562.
    2. Brown, Brian P. & Mohan, Mayoor & Eric Boyd, D., 2017. "Top management attention to trade shows and firm performance: A relationship marketing perspective," Journal of Business Research, Elsevier, vol. 81(C), pages 40-50.

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