The Changing Role of the Sales Force in France

Dominique Xardel
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Dominique Xardel: ESSEC Ecole Superieure des Sciences Economiques et Commerciales, Avenue de la Grande Ecole, B. P. 105/95021 Cergy-Pontoise Cédex France

Interfaces, 1983, vol. 13, issue 6, 105-109

Abstract: The French salesperson's professional role, relationship with clients, and place in the firm are all changing dramatically. Technological advances and new life styles have brought about a new direct and controlled approach to sales. The technological advances have also caused a decrease in the number of full-time independent sales agents. In this period of change, career problems, the attrition rate and costs of maintaining sales forces are important considerations for management and challenges to sales-force model-builders.

Keywords: marketing:; sales; force (search for similar items in EconPapers)
Date: 1983
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Persistent link: https://EconPapers.repec.org/RePEc:inm:orinte:v:13:y:1983:i:6:p:105-109

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