Are the best salespeople adaptive knowledge brokers?

Deskripsi

Verbeke, Dietz, and Verwaal identify five critical success factors: selling-related knowledge, adaptiveness, low role ambiguity, cognitive aptitude, and work engagement. The study highlights how modern salespeople must act as "knowledge brokers," translating complex product information ("know-why"), usage scenarios ("know-how"), and client insights ("know-who") into tailored solutions for increasingly informed buyers. The shift from transactional selling to adaptive, consultative approaches demands greater creativity and collaboration, with sales managers urged to prioritize hiring for adaptability and fostering team-based, networked sales environments.