This chapter offers insights into one of the most influential aspects of external branding, namely, branding within business-to-business (B2B) sales. In particular, the authors of this chapter claim that B2B sales are indispensable for the growth and existence of a brand. The special attention of this chapter is focused on sales personnel, as representatives of firms and carriers of branding. In other words, the impact of sales personnel on branding in a B2B context is presented theoretically and examined empirically. The chapter thereafter offers an interesting case study of Logomo, a cultural venue in Finland, specializing in selling customized space to companies, as well as organizing different kinds of public events. Through a combination of theory and practice, the authors demonstrate the importance of branding within B2B sales and conclude by providing specific implications for practitioners.
Mullo, D., Mats, L. and Snäll, T. (2018), "Branding within B2B Sales", Koporcic, N., Ivanova-Gongne, M., Nyström, A. and Törnroos, J. (Ed.) Developing Insights on Branding in the B2B Context, Emerald Publishing Limited, pp. 133-148. https://doi.org/10.1108/978-1-78756-275-220181007Download as .RIS
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