William Paterson University

Exploring Social Media in B2B Sales:
Usage, Challenges and Remedies

Researchers explored the question of how salespeople used social media to advance their B2B goals; what was the interplay between individual and company-level social media efforts? And what challenges did salespeople face in social media usage?

Our presenters - Bahar Ashnai, PhD, Prabakar Kothandaraman, PhD, and KiHee Kim, PhD - will discuss these findings and talk about social media and the importance it plays in B2B sales, discussing its usage, challenges, and remedies.

How do salespeople use social media to advance their sales goals?

What individual and company-related challenges do they face in social media usage?

How can salespeople overcome the challenges of social selling?

Dr. Bahar Ashnai is an assistant professor at the Russ Berrie Institute of Professional Sales at WP. Her areas of expertise include business-to-business marketing and selling sales and international/global sales and marketing.

Dr. KiHee Kim is a professor in marketing and management at WP, with a specialization on NAFTA and its impact on US industries, Chinese WTO membership and its impact on world trade, and green marketing strategies and global business.

Dr. Prabakar Kothandaraman is the executive director and associate professor at the Russ Berrie Institute of Professional Sales at WP. His areas of expertise include B2B marketing and sales relationships, sales force productivity, and technical selling.

Thursday, February 2, 2017
4:00 to 5:00 p.m.

Join us for this free webinar in our continuing webinar series.

This webinar is offered exclusively to William Paterson alumni and students.

And signing up for the webinar is as easy as one-two-three!

1. Right now, click on the link below to register:

Social Media in B2B Sales

2. After registering, you will receive a confirmation email
with information about joining the webinar.

3. On Thursday, February 2nd, log in online, from your home or office, to view the presentation, which will begin at 4:00 p.m. You can listen to and view the webinar on your home computer.

That's it! After the webinar is complete, all attendees will receive a copy of all questions and answers, along with a pdf of the presentation and a link to our YouTube channel, so they can view the presentation again.

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This webinar is co-sponsored by Gbfi (Global Business & Finance Institute) and the WP Alumni Association.


Exploring Social Media in B2B Sales: Usage, Challenges and Remedies Researchers explored the question of how salespeople used social media to advance their B2B goals; what was the interplay between individual and company-level social media efforts? And what challenges did salespeople face in social media usage? Our presenters - Bahar Ashnai, PhD, Prabakar Kothandaraman, PhD, and KiHee Kim, PhD - will discuss these findings and talk about social media and the importance it plays in B2B sales, discussing its usage, challenges, and remedies. How do salespeople use social media to advance their sales goals? What individual and company-related challenges do they face in social media usage? How can salespeople overcome the challenges of social selling? Dr. Bahar Ashnai is an assistant professor at the Russ Berrie Institute of Professional Sales at WP. Her areas of expertise include business-to-business marketing and selling sales and international/global sales and marketing. Dr. KiHee Kim is a professor in marketing and management at WP, with a specialization on NAFTA and its impact on US industries, Chinese WTO membership and its impact on world trade, and green marketing strategies and global business. Dr. Prabakar Kothandaraman is the executive director and associate professor at the Russ Berrie Institute of Professional Sales at WP. His areas of expertise include B2B marketing and sales relationships, sales force productivity, and technical selling. Thursday, February 2, 2017 4:00 to 5:00 p.m. Join us for this free webinar in our continuing webinar series. This webinar is offered exclusively to William Paterson alumni and students. And signing up for the webinar is as easy as one-two-three! 1. Right now, click on the link below to register: Social Media in B2B Sales 2. After registering, you will receive a confirmation email with information about joining the webinar. 3. On Thursday, February 2nd, log in online, from your home or office, to view the presentation, which will begin at 4:00 p.m. You can listen to and view the webinar on your home computer. That's it! After the webinar is complete, all attendees will receive a copy of all questions and answers, along with a pdf of the presentation and a link to our YouTube channel, so they can view the presentation again. This webinar is co-sponsored by Gbfi (Global Business & Finance Institute) and the WP Alumni Association.


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