Sales Management - Essential Factor for Contemporary Companies Competitiveness

Nicodim Liliana (), Croitoru Gabriel () and Radu Florin
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Nicodim Liliana: Faculty of Economics, "Ovidius" University, Constanta
Croitoru Gabriel: Faculty of Economics, "Valahia" University,Târgoviste
Radu Florin: Faculty of Economics, "Valahia" University,Târgoviste

Ovidius University Annals, Economic Sciences Series, 2012, vol. XII, issue 1, 1052-1055

Abstract: The idea of making a study about sales management was inspired by the existing reality of many companies from Romania. In this context, the increasingly deepening crisis, sales activity and its management becomes an essential role in the activity of a competitive firm. The idea that sales represent a vital problem for many companies must be solved by an adequate approach to the growing globalization relations. Amid the market transformation from "seller market" in "buyer's market", the sales problems started to become more acute. Today, when the buyers’ market poles were moved from one continent to another (e.g.: market development in China) sales means more than to close a deal, selling pursue to achieve customer satisfaction and loyalty. Thus, we propose in this article systemic research, combined with some pragmatic guidelines concerning contemporary sales management company.

Keywords: sales management; seller's market; buyer's market; contemporary business (search for similar items in EconPapers)
JEL-codes: M51 (search for similar items in EconPapers)
Date: 2012
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