The role of the salesforce in gathering customer intelligence: A view from the general insurance sector

Abstract

Salespeople are an important source of customer intelligence. In part this is due to their unique boundary spanning role, as salespeople act as a conduit between the customer and the company. Salespeople are however also known... [ view full abstract ]

Authors

  1. Julie Robson (Bournemouth University)

Topic Area

B2B Marketing: Click here for the B2B Marketing track

Session

PT6-B2B2 » B2B Marketing (13:30 - Thursday, 9th July)

Paper

AM2015_final.docx.pdf

Presentation Files

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