Use this URL to cite or link to this record in EThOS:
Title: How can a 'client-centric values' approach to selling lead to the 'co-creation' of a new global selling mindset?
Author: Squire, Philip
ISNI:       0000 0004 2733 4254
Awarding Body: Middlesex University
Current Institution: Middlesex University
Date of Award: 2009
Availability of Full Text:
Access from EThOS:
Access from Institution:
This dissertation explores the extent to which a values-based approach to developing relationships between sales people and their customers enhances sales performance. Traditional approaches to selling have outlived their usefulness – whilst they purport to be based on models that are customer-centric, they are based on perspectives of sellers and are not, therefore, aligned to the needs of customers. Empirical Research with 83 customers and key account managers provides the basis for an emerging values construct based on four differentiating values for outstanding sales performance and four negative values that produce poor performance. Action Research Living Theory is used to develop and validate the emergent values constructs on 'live' sales opportunities. The relational issues of Key Account Management and Selling Global and Complex are discussed within the context of the proposed values construct.
Supervisor: Not available Sponsor: Not available
Qualification Name: Thesis (D.Prof.) Qualification Level: Doctoral
EThOS ID:  DOI: Not available