The Digital Transformation

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Copyright: 2024
Pages: 18
Source title: A Critical Examination of the Recent Evolution of B2B Sales
Source Author(s)/Editor(s): Joel G. Cohn (Everglades University, Boca Raton, USA)
DOI: 10.4018/979-8-3693-0348-1.ch003

Keywords: Business Science Reference / Business-to-Business / Knowledge Management and Library Science / Operations and Service Management

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Abstract

B2B selling continued to evolve, and the number of approaches and methodologies created over time illustrates how B2B sales continued to change and are never permanently fixed on a single approach to sales. There were several breakthrough approaches to B2B sales between 1950 and 2018, leading up to the COVID-19 pandemic. Over that 68-year timeframe, some very successful methodologies were developed for the B2B seller to use. In particular, the personal relationship of the seller with their customer was finally realized and valued. All the changes, improvements, and new methodologies in B2B sales, prior to 2019, continue to illustrate how B2B sales is a moving, changing, and continuously searching-for-answers profession.

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