Organisational and environmental indicators of B2B sellers’ sales performance in services firms

Purpose This study aims to propose a conceptual framework based on organisational and environmental indicators of business-to-business sellers’ sales performance in services firms. Design/methodology/approach A descriptive research design was applied data gathered from 389 respondents across industries different-sized firms Norway using self-administered questionnaire. Findings Results show that the proposed six-dimensional can be manage seller–customer relationships environment. Research limitations/implications is tested successfully Practical implications Increasingly, will need work closely with sellers proactively adapt market changes through co-creation approach build long-term relationships. Originality/value To best authors’ knowledge, no previous has focused relationship marketing proposes