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Journal of Personal Selling & Sales Management Volume 41, 2021 - Issue 2
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Article

Digital transformation of business-to-business sales: what needs to be unlearned?

Malla Mattilaa Faculty of Management and Business, Tampere University, FI-33014, Tampere, FinlandCorrespondence[email protected]
ORCID Iconhttps://orcid.org/0000-0003-3317-4579View further author information
ORCID Icon,
Mika Yrjöläa Faculty of Management and Business, Tampere University, FI-33014, Tampere, FinlandORCID Iconhttps://orcid.org/0000-0003-4388-075XView further author information
ORCID Icon &
Pia Hautamäkib School of Business, Tampere University of Applied Sciences, FI-33014, Tampere, FinlandORCID Iconhttps://orcid.org/0000-0003-0100-6386View further author information
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Pages 113-129 | Received 16 Dec 2020, Accepted 08 Apr 2021, Published online: 13 May 2021

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Titta Pitman, Jonna Koponen & Anssi Tarkiainen. (2023) Business students’ intentions to apply to business-to-business sales jobs: A case study. Cogent Education 10:2.
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Manoshi Samaraweera, Betsy D. Gelb, Willy Bolander & William J. Zahn. (2023) Treating top salespeople like superstars: the role of an informal sales climate in boosting sales output. Journal of Personal Selling & Sales Management 43:3, pages 207-221.
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Samer Elhajjar, Laurent Yacoub & Fadila Ouaida. (2023) The present and future of the B2B sales profession. Journal of Personal Selling & Sales Management 0:0, pages 1-14.
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Mark Micallef, Joona Keranen & Olga Kokshagina. (2023) Understanding the consequences of digital technology use in sales: multilevel tensions inside sales organizations. Journal of Personal Selling & Sales Management 0:0, pages 1-16.
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Marleen Voss, David Jaspert, Christian Ahlfeld & Luke Sucke. (2023) Developing a digital maturity model for the sales processes of industrial projects. Journal of Personal Selling & Sales Management 0:0, pages 1-21.
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Heiko Fischer, Sven Seidenstricker & Jens Poeppelbuss. (2023) The triggers and consequences of digital sales: a systematic literature review. Journal of Personal Selling & Sales Management 43:1, pages 5-23.
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Vishag Badrinarayanan, Sreedhar Madhavaram & K. T. Manis. (2022) Technology-enabled sales capability: A capabilities-based contingency framework. Journal of Personal Selling & Sales Management 42:4, pages 358-376.
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Sascha Alavi & Johannes Habel. (2021) The human side of digital transformation in sales: review & future paths. Journal of Personal Selling & Sales Management 41:2, pages 83-86.
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