Sales

Ioannis Gedeon

Chapter 11 in Business and Management Practices in Greece, 2011, pp 203-213 from Palgrave Macmillan

Abstract: Abstract This chapter presents the sales field in Greece from a practitioner’s point of view, and is mostly based on the author’s professional experience working with Greek organizations, rather than on academic literature on the field. However, it is important to note that academic literature focusing on sales practices of Greek firms is scarce. An attempt has been made to incorporate relevant literature where possible; however, even this mostly originates from comparative work which covers Greece to some extent, and not work focusing solely on Greece. The modern sales field in Greece started developing in the 1970s, as in the case of other management practices explored in this book. It was a when the Greek economy was enjoying an upturn as a result of joining the EEC. This resulted in the creation of new firms and in the further expansion of existing organizations. In addition, the entry of MNCs to the Greek market meant the introduction of new sales practices that were perhaps absent from local firms at that time. The introduction of these new practices by MNCs meant that local firms had to evolve their sales thinking and approach in order to survive in an increasingly competitive market.

Keywords: Customer Relationship Management; Local Firm; Multinational Firm; Sales Force; Sales Representative (search for similar items in EconPapers)
Date: 2011
References: Add references at CitEc
Citations:

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

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:pal:palchp:978-0-230-30653-0_11

Ordering information: This item can be ordered from
http://www.palgrave.com/9780230306530

DOI: 10.1057/9780230306530_11

Access Statistics for this chapter

More chapters in Palgrave Macmillan Books from Palgrave Macmillan
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().