Online English Summarizer tool, free and accurate!
Close collaboration in business-to-business relationships has been an interest of both researchers and managers; however, companies are often struggling to obtain the benefits of close collaboration with their customers.Based on multinomial logistic regression analysis, the results show that close collaboration with customers increases the probability of sales leads to be canceled. Our study examines the complexity of the sales situation from three perspectives 1) relational complexity, 2) complexity of internal sales tasks, and 3) vendor's cross-business unit collaboration, and its effect on the sales lead performance in a business-to-business context.
Close collaboration in business-to-business relationships has been an interest of both researchers and managers; however, companies are often struggling to obtain the benefits of close collaboration with their customers. Our study examines the complexity of the sales situation from three perspectives 1) relational complexity, 2) complexity of internal sales tasks, and 3) vendor's cross-business unit collaboration, and its effect on the sales lead performance in a business-to-business context. We adopted a mixed methods approach; our data consists of interviews with sales personnel and a Customer Relationship Management (CRM) system data of 4000 sales leads from a large IT company that sells integrated solutions. Sales leads are classified into three categories: win, lost, and canceled. Based on multinomial logistic regression analysis, the results show that close collaboration with customers increases the probability of sales leads to be canceled. Our findings suggest that the selling approach focusing on close collaboration with the customers may not be a method to increase hit rates, due to possible high amount of canceled sales leads. This should be considered when salespeople's performance is measured in highly collaborative business-to-business environment. We conclude our paper with managerial and theoretical implications, and avenues for the further research
Summarize English and Arabic text using the statistical algorithm and sorting sentences based on its importance
You can download the summary result with one of any available formats such as PDF,DOCX and TXT
ٌYou can share the summary link easily, we keep the summary on the website for future reference,except for private summaries.
We are working on adding new features to make summarization more easy and accurate
هناك العديد من العوامل المختلفة التي تحدد أسس وسمات الخدمات الصحية كالحاجات العامة للسكان وانطباع ال...
Dear Sabah, I am sorry you feel so sad about falling out with your best friend. I understand that sh...
1- الصور الجوية تحتوي على كم هائل من المعلومات التي يمكن استنباطها للتعرف على خصائص معالم سطح الأرض...
لا يمكن الحصول على مزيج من العناصر الرقمية والتناظرية في عرض تعليمي دون عرض ميزات كل منهما أولاً. وب...
Abstract: The transportation sector is witnessing a rapid shift towards the use of electric vehicles...
la pollution est très dangereuse pour toutes les espèces vivantes Alors quelles sont les dangers de ...
لقد کان للأحداث المتتالية على فلسطين اثر کبير في فترات التحول الاجتماعي والحضاري والثقافي والسياسي، ...
dariannavo, [01.06.2023 17:30] This study initially attempts to discuss motivation and demotivation ...
زلزال تركيا 2023-2-6 ي فى ح ىت اليوم لم أستوعب بعد، كيف يمكن أن أفقد هذا القدر من الب رسر الذين عرفت...
. Learning is “a process that leads to change, which occurs as a result of experience and increases ...
Household recived income from firms and the government, purchase goods and MI services from firms, a...
Estragon The second of the two main characters. Vladimir calls him Gogo. He a bum with a sore foot...