Hybrid Selling: The Optimal Mix of Face-to-Face and Remote Sales Calls with Existing B2B Customers
Published online on June 24, 2026
Abstract
Journal of Service Research, Ahead of Print.
Growing cost pressures and customer demands toward digital engagement at the organizational frontline have accelerated business-to-business (B2B) salespeople’s adoption of hybrid selling, in which the same frontline salesperson combines face-to-face and ...
Growing cost pressures and customer demands toward digital engagement at the organizational frontline have accelerated business-to-business (B2B) salespeople’s adoption of hybrid selling, in which the same frontline salesperson combines face-to-face and ...