The goal of this study is to provide a structural mapping of resources available to salespeople that can be applied diﬀerentially to enhance their eﬀectiveness with different customer types and generate new sales opportunities. The study first sought to identify what resources (external and internal) are easily accessible or available to salespeople. An extensive review of past studies in sales lead the authors to identify the following three external and four internal resources available to salespeople.
Transparency can be a powerful weapon for any agribusiness, especially in the current market where e-commerce is transforming agriculture. Farmers in the U.S. are increasingly turning to e-commerce to procure essential items, moving away from physical stores and regional farming cooperatives.
Depending on whether a relationship is at its beginning or at a progressed stage, different factors drive various forms of trust. Suppliers must develop a variety of strategic tools to meet the needs of customers at different stages.
Salespeople are often required to manage relationships with different stakeholders to effectively provide sale offerings to their customers. This study looked at how three types of tactics used by salespeople affected three groups of constituents.