Publication: Was Covid-19 the end of B2B sales as we know it? understanding the new skills and competencies of the B2B sakes oersib after a disruption event such as Covid-19
| dc.contributor.author | Bullemore, Jorge | |
| dc.contributor.author | Díaz Tautiva, Julián | |
| dc.date.accessioned | 2023-08-02T17:13:03Z | |
| dc.date.available | 2023-08-02T17:13:03Z | |
| dc.date.issued | 2023 | |
| dc.description.abstract | Purpose: The aim of this study is to examine despite Covid-19 pandemic, several companies managed to grow their sales. This leads us to our research questions: what selling competencies make best salespeople post Covid-19 disruption? And, which of the sales competencies make to be most important toward their job performance? Theoretical framework: The B2B selling abilities post Covid-19 as the subject of this study has been little research by the academy and without a dominant theoretical framework, but rather a partial vision. This article contributes to integrating the scarce academic literature, which, as we demonstrate, is mainly empirical, with a theoretical domain. Design/methodology/approach: The use of established generic scales capturing each of the constructs of interest by surveying Key Account Managers in a B2B industry setting. Descriptive statistics, psychometric properties, pairwise correlations, and partial least squares structural equation modeling (PLS-SEM) where deployed. Findings: The results suggests that there is a positive direct effect of salesperson bricolage, adaptive selling, resiliency, salesperson' self-efficacy, and psychological flexibility with salesperson post-disruption performance. Lastly, a negative indirect effect is found between learning orientation, salesperson creativity, and salesperson grit. Research, Practical & Social implications: The study has focused on the proposal of what are the new sales competencies that B2B key account managers must develop to achieve a better sales performance, so managers must train and coach their B2B Key Account Managers (KAM) considering the new abilities needed (salesperson bricolage, adaptive selling, resiliency, salesperson' self-efficacy, and psychological flexibility) for sales success. Originality/value: The value of this study is a novel effort to understand what skills are needed to succeed in the post Covid-19 B2B selling environment. | |
| dc.description.version | Versión publicada | |
| dc.identifier.citation | Bullemore-Campbell, J., & Tautiva, J. D. (2023). Was COVID-19 the end of B2B Sales as We Know it? Understanding the New Skills and Competencies of the B2B Salesperson After a Disruption Event Such as COVID-19. International Journal of Professional Business Review, 8(7), e02532. https://doi.org/10.26668/businessreview/2023.v8i7.2532 | |
| dc.identifier.doi | https://doi.org/10.26668/businessreview/2023.v8i7.2532 | |
| dc.identifier.uri | https://repositorio.udd.cl/handle/11447/7825 | |
| dc.language.iso | en | |
| dc.subject | Sales Management | |
| dc.subject | Personal Selling | |
| dc.subject | PLS-SEM | |
| dc.subject | Hybrid Sales | |
| dc.subject | Covid-19 | |
| dc.title | Was Covid-19 the end of B2B sales as we know it? understanding the new skills and competencies of the B2B sakes oersib after a disruption event such as Covid-19 | |
| dc.type | Article | |
| dcterms.accessRights | Acceso abierto | |
| dcterms.source | International Journal of Professional Business Review | |
| dspace.entity.type | Publication |