PhD alumnus Laurent Yacoub co-authored an article titled "The present and future of the B2B sales profession" in the Journal of Personal Selling & Sales Management. The study examines the evolving responsibilities, skills, and knowledge sets needed for business-to-business (B2B) sales professionals.
Yacoub's research includes three studies analyzing job descriptions, developing a new taxonomy for sales positions, and conducting interviews with B2B sales professionals. The study discusses the current and future state of the B2B sales profession and offers recommendations based on the findings.
Read more here.
