Responding to evidence in Dixon and Adamson's (2011) “Challenger Sale”
that the sales management system employed by most of today's sales
organizations failed to detect and respond to significant changes in the
sales environment years ago, this research examines the concept of
sales system sustainability. Borrowing from the field of eco-science
where the concept of sustainability has been largely developed, this
theoretical research introduces Holmgren's (2002) permaculture
principles to the sales literature and offers a conceptual application
of these principles in the context of industrial selling. It posits that
application of these principles will aid the sales organization's
acquisition, dissemination and application of knowledge, effectively
positioning the organization for greater endurance and sustainability
going forward. In addition to offering managerial implications
throughout, this paper concludes by providing a road map for future
research inquiry.
No comments:
Post a Comment