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Personal Selling and Sales Management in the Internet Environment: Lessons Learned

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Abstract:

Researchers have suggested that businesses are undergoing a paradigm shift due to the emergence of Internet; a ubiquitous information platform. There is no doubt that its emergence has had and will continue to have considerable impact on business processes and practices. In this special issue of the JMM we address Internet's impact upon the personal selling and sales management processes and practices of contemporary firms. As co-editors of this special issue, we have had a chance to only publish a small set of papers. Therefore, in this editorial we attempt to explicate the lessons learned from the development of the Internet and associated information platforms, with the aim to address the broader issues that have emerged in this area. We specifically divide our discussion into Business to Consumer (B2C), Peer to Peer (P2P), and Business to Business (B2B) lesson. We first review learning from existing practices in the B2C, P2P, and B2B domains. This is followed by a discussion on the impact of the Internet on personal selling and sales management practices. At the end of this editorial, papers in this special issue are discussed with respect to their learning and positioning.

Keywords: INTERNET; SALES MANAGEMENT; SELLING

Document Type: Editorial

DOI: http://dx.doi.org/10.1362/0267257022872505

Publication date: April 1, 2002

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