Sales Management - Research Article from Encyclopedia of Management

This encyclopedia article consists of approximately 9 pages of information about Sales Management.
This section contains 2,605 words
(approx. 9 pages at 300 words per page)
Buy the Sales Management Encyclopedia Article

Sales Management

In today's global marketplace, managers face many challenges related to fulfilling the customer's ever-changing needs and expectations. The concept of customer service has recently become more complex as a result of globalization of goods and services. Customers are now well-informed decision makers as a result of the abundance of information that is available online and in the media. In addition, today's consumer is most concerned with how a salesperson can solve basic problems and ultimately add value to a product or service. The role of sales intermediaries is now, more than ever, important to success in this new competitive global marketplace. As a result, sales managers have a new challenge of responding to this new environment with innovative techniques for managing and motivating the sales force. The following sections define general sales management terms, examine the role of a sales...

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This section contains 2,605 words
(approx. 9 pages at 300 words per page)
Buy the Sales Management Encyclopedia Article
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Gale
Sales Management from Gale. ©2005-2006 Thomson Gale, a part of the Thomson Corporation. All rights reserved.
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