Selling and Sales Management in Action--From Hot Boxes to Open Systems: The Changing World of Computer Salespeople

Blustain, Harvey
March 1992
Journal of Personal Selling & Sales Management;Spring92, Vol. 12 Issue 2, p67
Academic Journal
Sales professionals in the computer industry have had to confront a fundamental shift in the definition and source of value within their marketplace. From an emphasis on hardware, vendors and customers are now looking to software and systems for the next advancements in technology and productivity. As the sources of value within the industry have changed, so have the requirements for sales success. No longer able to rely on their traditional and "proven" approach to selling, salespeople have had to learn new competencies. Based on studies of the sales organizations of six computer companies, this article explores how and why-- computer salespeople must adopt a new sales orientation and expand their behavioral repertoire.


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