Please use this identifier to cite or link to this item: https://hdl.handle.net/10419/290499 
Authors: 
Year of Publication: 
2021
Citation: 
[Journal:] Naše gospodarstvo / Our Economy [ISSN:] 2385-8052 [Volume:] 67 [Issue:] 3 [Year:] 2021 [Pages:] 38-48
Publisher: 
Sciendo, Warsaw
Abstract: 
Communication between seller and buyer is done through multiple channels. There are multiple ways to use technical media and channel selection to create more information, but does this lead to a better performance of a firm? Research on the impact of different marketing channels in the industry regarding performance factors remains scarce. The performance of a firm is the most significant factor and will be monitored through different attributes. The purpose of this paper is to review the drivers of a sales process in terms of sales cycles, channels and communication in relation to it's effect on performance. Beyond the characteristics of sales the review delineates the changes from the past to the present. The contribution of this review is to understand the various capabilities in channel management and communication that can be adapted to the sales process and increase a firm's performance.
Subjects: 
Channel management
communication
sales performance
sales cycle
industrial marketing
JEL: 
M16
M31
L22
L25
Persistent Identifier of the first edition: 
Creative Commons License: 
cc-by-nc-nd Logo
Document Type: 
Article

Files in This Item:
File
Size
416.38 kB





Items in EconStor are protected by copyright, with all rights reserved, unless otherwise indicated.