Managerial Marketing
Selling Beyond The Sales Force
Video lectureMembers only — sign-in coming soon
Audio version — members only
The full video lecture and audio version for this course are available to logged-in members. Member sign-in is coming soon.
This course draws a comparison to analog era with customer service and explores alternate methods of customer service and selling, highlighting how much both processes have been automated, but specifically looking at the evolution of selling methods. The four forces driving selling beyond the sales force and the various factors and frameworks around sales culture, automation, integration, and account management are discussed in detail. The complexity and capabilities surrounding key account management it’s repositioning is discussed in addition to a strategic model presented with seven trends on future of selling.
SLAThis course was originally part of the Sheth Leadership Academy video library — now preserved and made freely available here.
