All Outputs (5)

The new normal: The role of B2B Sales in Supply chain and logistics strategy (2021)
Presentation / Conference Contribution
Mackenzie, C. (2021, December). The new normal: The role of B2B Sales in Supply chain and logistics strategy. Presented at ISAC, Online

The Role of B2B Sales in Supply chain and Logistics strategy- A talk given at the opening of the Indonesian Sales competition. This talk illustrated the importance position of 'sales strategy', its key components and discussed two pieces of resear... Read More about The new normal: The role of B2B Sales in Supply chain and logistics strategy.

Emerging from the Pandemic (2021)
Journal Article
Mackenzie, C. (2021). Emerging from the Pandemic. International Journal of Sales Transformation, 2-25

What do companies and organisations need to think about relevant to sales and the changing landscape in the 'new normal'. A view from academics and practitioners

Sales is not just about action but interaction (2021)
Presentation / Conference Contribution
Mackenzie, C. (2021, October). Sales is not just about action but interaction. Presented at Turku University of Applied Science, Online

An explanation about how sales is not simply about talking but about the process of interacting.

A new paradigm for CPD in Sales (2021)
Journal Article
Mackenzie, C., & Bauer, A. C. (2021). A new paradigm for CPD in Sales. International Journal of Sales Transformation, 7(4), 10-13

This concept paper discusses the benefits of a continuous Training, Mentoring and Coaching cycle for sales managers and sales executives. It explains the different stages of the cycle and gives suggestions on what each cycle could contain. It is a me... Read More about A new paradigm for CPD in Sales.

Introducing the Psychological contract into Sales Education (2021)
Journal Article
Mackenzie, C. (2021). Introducing the Psychological contract into Sales Education. International Journal of Sales Transformation, 7.3, 16-18

This is a discussion document about introducing students of sales education the benefits of the psychological contract. It explains the different types of business contracts and discusses how an appreciation of the subtleties of personal inter-commu... Read More about Introducing the Psychological contract into Sales Education.