CONTEMPORARY DIMENSIONS OF SALES MANAGEMENT

Vanya Grigorova
Additional contact information
Vanya Grigorova: D. A. Tsenov Academy of Economics

Business Management, 2019, issue 4 Year 2019, 23-38

Abstract: The paper analyses changes in the factors of the macro- and micro- marketing environment that have given a new image to contemporary sales over the last two decades. It also reviews key concepts and approaches to modern sales management and contributes to the theory of sales management by designing a conceptual goal-oriented model. The model presents three levels of relations that exist between three modules of metrics – those of sales, marketing and business organisations, and function as a system. The flexibility of the model renders it universally applicable to business organisations in different sectors of the economy.

Keywords: sales; sales management; sales management model; sales management metrics (search for similar items in EconPapers)
Date: 2019
References: View references in EconPapers View complete reference list from CitEc
Citations:

Downloads: (external link)
http://hdl.handle.net/10610/4309

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:dat:bmngmt:y:2019:i:4:p:23-38

Access Statistics for this article

Business Management is currently edited by Krasimir Shishmanov

More articles in Business Management from D. A. Tsenov Academy of Economics, Svishtov, Bulgaria Contact information at EDIRC.
Bibliographic data for series maintained by Kostadin Bashev ().