Selling Remotely in the Digital Age

Due to the rise of COVID-19, people have become hesitant to meet face-to-face. Many rely on online meetings to get their work done. Business transactions are facing the same challenges, putting salespeople in uncharted territory. According to the International Association for Contract and Commercial Management, 85% of all negotiations between businesses take place over email instead of in person. With these changes to the sales industry, many salespeople are having trouble reaching the goals they set for themselves before the pandemic. However, in a study recently published in the Journal of Marketing, Professor Detelina Marinova found that certain sales tactics can improve the chances of a successful e-negotiation. She will share her research findings and a panel of industry experts will comment and share their experiences, challenges and perspectives with selling remotely and their use of artificial intelligence technology in the sales process.