Adamson, Toman & Dixon (2012) notes that the traditional solution sales are being evaded by customers and sales representatives for the current customer invented approach.
The article identifies customer potentials in finding their own buying solutions. It highlights the capabilities of the sales representatives in creating sales solutions and the increasing know-how of consumers in identifying their own solutions. Hence, the main aim of the article is to highlight the key strategies that salespeople should emphasize to warrant a higher optimum level of customer behavior to sales performance and customer attitude.
Important Aspects of the Article
From a personal perspective, the article has noted that the traditional selling solutions are no-longer influencing a firmís sales performance and customer behavior. It is therefore, imprudent for salespeople to utilize insight-based selling strategies, which will tune customers to recognize unknown ...