SALES MANAGEMENT KEY SUCCESS FACTORS IN A COMPLEX ENVIRONMENT

Jörg Bothe ()
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Jörg Bothe: Bucharest University of Economic Studies

Romanian Economic Business Review, 2019, vol. 14, issue 1, 7-14

Abstract: The article focuses on evaluation of the needs and the structures of sustainable sales management key success factors (KSF) in a complex sales environment. The first part of this research is to discuss the difficulties to define KSF generally and specifically for a sales organisation in complex situations. Another purpose of this paper is to discuss the contrast between requested specific success factors in relation to the complex environment of sales activities. The aim of the article is to determine the three overall valid factors for all kind of decisions affecting the success of sales organisations. Increasing international competition, higher expectations regarding shareholder values,getting a higher market share, increasing or stabilizing prices and last but not least, just surviving in between all the market forces. All this put the necessity of productive sales organisations into the spotlight for the top management and the international research. At the same time products in the B2B Sector became more and more comparable and prices are under strong competition pressure. So Sales Organisations are one of the top key performance enablers in successful companies worldwide. That is the reason why the key success factors in a complex sales environment must be investigated.

Keywords: Key Success Factors; Complexity; Sales Management; Sales Success; Sustainability (search for similar items in EconPapers)
Date: 2019
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