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Are the best salespeople adaptive knowledge brokers?
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.
Ketersediaan
| Call Number | Location | Available |
|---|---|---|
| AMP2504 | PSB lt.dasar - Pascasarjana | 1 |
| Penerbit | Briarcliff Manor, NY: Academy of Management 2011 |
|---|---|
| Edisi | Vol. 25, No. 4, November 2011 |
| Subjek | Sales performance Role ambiguity knowledge brokers adaptiveness cognitive aptitude consultative selling information economy |
| ISBN/ISSN | 15589080 |
| Klasifikasi | NONE |
| Deskripsi Fisik | 2 p. |
| Info Detail Spesifik | Academy of Management Perspectives |
| Other Version/Related | Tidak tersedia versi lain |
| Lampiran Berkas |