Leveraging the Sales Channel: What Services Marketing Can Do to Improve Sales Productivity

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Leveraging the Sales Channel: What Services Marketing Can Do to Improve Sales Productivity

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Research Abstract

One of the greatest challenges for companies, whether they are marketing products, services or total solutions, is the issue of sales effectiveness and productivity. For a variety of reasons, the challenge of selling services may be the greatest. This UPDATE addresses this question: What can services marketing do (or do better) to improve sales productivity through our various sales channels?