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Behavior Based Sales Management Which is Transforming with the Evolution of IT Environment : Evidence from Survey Data Analysis
Get PDFPersonal selling, which is crucial in the industrial business transaction, is changing due to advances in IT. Online negotiations have become commonplace, making it possible for customers and salespeople to decide important matters online.
Furthermore, the use of IT has made it possible to analyze the causal relationships between various sales activities and results from multiple angles. Sales management can grasp the progress of negotiations in detail, enabling more accurate and organized sales strategies to be formulated. This is having an impact on the nature of the sales support.
However, there are also aspects of sales that remain unchanged. The use of IT does not ensure the trust between a seller and a buyer.
This paper examines the issues raised by Seimiya （2024） regarding sales activities, management, and support that are undergoing changes in environmental changes such as IT evolution, and uses survey data to analyze and suggest what should be emphasized in future sales management and sales activities.
Specifically, it attempts to show the current relationship between sales management methods and results, the relationship between sales support, sales activity volume and results, and also the relationship between creativity, autonomy, and sales behavior and results.departmental bulletin pape
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