Purpose: This paper aims to investigate factors that affect the use of value-based selling and the subsequent influences on salespeople’s sales performance. Design/methodology/approach: Industrial salespeople from five steel manufacturers were surveyed. Scales measure three components of...

Purpose – The purpose of this paper is to explore the implications for the sales function of the infusion of services by formerly product-based firms. In particular, it aims at identifying the changes that need to be made at the sales-function level if the services are to be successfully...