A NEW VISION ON SALES

Ion Stancu, Adriana Lazarescu and Flaviu Meghisan
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Ion Stancu: University of Craiova Faculty of Economics and Business Administration
Adriana Lazarescu: University of Craiova Faculty of Letters
Flaviu Meghisan: University of Pitesti Faculty of Economic Sciences Pitesti

Annals of University of Craiova - Economic Sciences Series, 2012, vol. 1, issue 40, 5-9

Abstract: Companies are complaining about the decrease of sales and their constant tendency to go down. Nevertheless, they have detected serious and expensive policies in their specialized departments, they have modified the organizational structures, they have technically trained salespeople and have adapted their products to the demands of the market. Results were week and their investment was hardly recuperated. Tough redundancy measures have been imposed, plants have been closed and the unemployment rate has become higher. What can be the reason for all these failures? In the early 80s, a professor asked what the most important event in the world was. The professor’s answer was that the Second World War’s influence upon the world had been over and that both economists and politicians continued to function under old standards, without being aware of the major transformations and reforms which highly affected the business world. New economic forces have appeared, especially in Asia, developing policies and military problems are completely different from those in the 50s-60s. Regarding these transformations which do not take into consideration the implications of the Second World War, new policies are to be adopted in business and in politics. Our comment on the example above refers to the evolution of economy in the 8th and 9th decades of the last century and further, after the 90s, until today: crises, especially the one in Asia, the change in consumers’ needs, the importance of the growth of mass consumption in the evolution of national and global economies. In Europe, the EU expanded to the ex-communist countries after the 90s, which allowed the emergence of new markets on the background of globalization. The question which arises vis-a-vis the things previously presented is: what is the most important problem of sales policies now? In this paper, we try to find the correct answer to this question, which will help us find the antidote for the recent week sales and discover methods to relaunch sales.

Keywords: sales; redundancy; failure; commerce; relaunch (search for similar items in EconPapers)
JEL-codes: M30 M31 (search for similar items in EconPapers)
Date: 2012
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