The Future of Selling

Executives’ Perspective of the Changing Role of the Sales Profession: Views from

France, United States and Mexico

Tanner et al. Journal of Business & Industrial Marketing 23(3): 193-202

Philip DesAutelsBentley College

What does the future hold for the salesperson?

What’s so interesting??

ASSUME

In theory

…phenomenological thematic interpretational approach to understand the professional intellect…

Ha: The sales force is facing change and that will have a significant impact on the future of the sales profession and the sales force.

Sample

RESEARCH Design

Testing

Results

Contributions

Implications

The Future