How salespeople deal with intergenerational relationship selling

Purpose - The Millennial generation (born after 1981) of salespeople is projected to become the apparent heir to replace top-end Baby Boomers expected to retire at an alarming rate over the next five years. This problem poses a significant challenge in that buyer-seller relationships will need to fo...

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Veröffentlicht in:	The Journal of business & industrial marketing 2011-08, Vol.26 (6), p.443-455
Hauptverfasser:	Bolman Pullins, Ellen, Mallin, Michael L., Buehrer, Richard E., Jones, Deirdre E.
Format:	Artikel
Sprache:	eng
Schlagworte:	Age differences Age discrimination Baby boomers Generational differences Generations Intergenerational relationships Millennials Purchasing agents Retirement Salespeople Stereotypes Studies Workforce
Online-Zugang:	Volltext
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