How does technology orientation affect salespeople in increasingly complex sales environments? New publication by Victoria Kramer and Manfred Krafft in the European Journal of Marketing

Within the last few years, the use of technology has become an indispensable factor in sales. At the same time, the level of complexity in the selling environment is constantly increasing, as customers become more demanding, and new business models in sales focus on the creation of value for customers by providing individualized offerings.