A Typology of Coordination Strategies Employed by Business-To-Business Salespeople

Salespeople in business-to-business markets have a wide network of resources and personnel to coordinate both within their own organization and within the customer’s organization. The salesperson’s success in customer account management depends on achieving superior coordination of internal and external activities ([@R36]). In general, regardless of the degree of formalization of account management structures, salespeople spend the majority of their efforts coordinating activities ([@R12]). Yet very little is known about the coordination strategies employed by business-to-business salespeople. This study attempts to begin to address this gap by introducing a typology of coordination strategies.