Sales and customer development: An agenda for inquiry

Arun Sharma, Niladri Syam

Research output: Contribution to journalArticlepeer-review

4 Scopus citations


The impetus for this special issue of Industrial Marketing Management is the increasing importance of customer development in business-to-business markets and the unique role that the sales function plays in customer development. The objective of the special issue is to integrate conceptual and empirical research in the area of sales and customer development. The issue sought research that looked beyond the current thinking in business-to-business marketing.

Original languageEnglish (US)
Pages (from-to)133-134
Number of pages2
JournalIndustrial Marketing Management
StatePublished - Feb 1 2018

ASJC Scopus subject areas

  • Marketing


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