Salespeople are leveraging technological developments and shaping the evolution of customer orientation. At the same time, there are challenges and opportunities from artificial intelligence and digitalization. This book looks at these topics and explores ways that entrepreneurs and family business owners can overcome sales challenges and use professional selling to grow their business as well as what can sales managers do to attract talented millennials and Gen Z salespeople and keep them motivated. Traditional sales concepts and process practiced in the developed economies may apply to emerging economies and one chapter looks at this process. Lastly, the book explores what business executives can do to promote an ethical climate while reducing salespersons' burnout and strain.
Academically rigorous and user friendly, these pages explore timely concepts that are important for researchers, practitioners, and scholars in the sales field.
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