Salesforce Management

Abstract

INTRODUCTION A large number of variables influence the approach of the marketing function to the problem of selling, including the state of technology, the economic environment, the social structure, the climate of the age (political, institutional, religious and educational), available communication media, skills which managers apply and so on. Yet personal selling is by far the major promotional method used to increase profitable sales by offering want satisfactions to markets and customers.

Citation

Meidan, A. (1980), "Salesforce Management", Management Decision, Vol. 18 No. 8, pp. 418-453. https://doi.org/10.1108/eb001262