当前位置: X-MOL 学术Journal of Personal Selling & Sales Management › 论文详情
Our official English website, www.x-mol.net, welcomes your feedback! (Note: you will need to create a separate account there.)
Commentary: practical insights to ensure sales force digitalization success: the educator’s perspective
Journal of Personal Selling & Sales Management Pub Date : 2021-04-30 , DOI: 10.1080/08853134.2021.1916397
Carl Herman 1 , Craig McAndrews 1
Affiliation  

Abstract

The authors evaluate the implications of Zoltners and colleagues (2021 Zoltners, Andris A., Prabhakant Sinha, Dharmendra Sahay, Arun Shastri, and Sally E. Lorimer. 2021. “Practical Insights for Sales Force Digitalization Success.” Journal of Personal Selling and Sales Management 41 (2):87102. doi:10.1080/08853134.2021.1908144[Taylor & Francis Online] , [Google Scholar]) for contemporary sales education. They commend Zoltners and colleagues for their unique angle in exploring the path to success for sales digitalization through both common reasons of failure and key success factors. Given the primary objective for sales educators to equip students for future employment in the sales industry, addressing the insights and recommendations Zoltners and colleagues present in the education process is necessary. Digitalization in sales continues to evolve and as a result, many practitioners and academics are in a state of “building the bicycle while riding it.” In light of this shift, we believe academic institutions have an opportunity to incorporate several of the insights from the article into their sales courses. In this commentary, the authors address four areas that this article can influence: (1) course curriculum and the case for new content, (2) experiential education and the role of adaptation in selling, (3) career-framing so students have a broader understanding of future sales roles, and (4) cross-discipline partnering in order to minimize silo-based learning.



中文翻译:

评论:确保销售队伍数字化成功的实用见解:教育者的观点

摘要

作者评估了 Zoltners 及其同事(2021Zoltners、Andris A.、Prabhakant Sinha、Dharmendra Sahay、Arun Shastri 和 Sally E. Lorimer。2021 年。“销售队伍数字化成功的实用见解。” 个人销售与销售管理杂志 41 (2): 87102。doi: 10.1080/08853134.2021.1908144 [Taylor & Francis Online]  , [Google Scholar]) 用于当代销售教育。他们赞扬 Zoltners 及其同事从常见的失败原因和关键成功因素探索销售数字化成功之路的独特角度。鉴于销售教育工作者的主要目标是让学生为未来在销售行业的就业做好准备,因此有必要解决 Zoltners 及其同事在教育过程中提出的见解和建议。销售中的数字化不断发展,因此,许多从业者和学者都处于“边骑边造”的状态。鉴于这种转变,我们相信学术机构有机会将文章中的一些见解融入他们的销售课程中。在这篇评论中,作者讨论了本文可以影响的四个方面:

更新日期:2021-06-02
down
wechat
bug