Culture in Sales: The Power of Unwritten Laws

Christian Homburg (), Heiko Schäfer () and Janna Schneider ()
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Christian Homburg: Universität Mannheim

Chapter 10 in Sales Excellence, 2012, pp 139-151 from Springer

Abstract: Abstract It is well-understood today that corporate culture has a stronger influence on employee thinking than many “harder” factors such as organizational structures and management systems. This chapter considers the nature of organizational culture and how it can influence the sales organization. Using a checklist provided, managers can develop a multidimensional “culture score” for their organization. This model highlights the cultural strengths and weaknesses for a sales organization and provides a clear roadmap for improvement when combined with other steps outlined in the chapter.

Keywords: Cultural Change; Functional Area; Customer Orientation; Corporate Culture; Sales Representative (search for similar items in EconPapers)
Date: 2012
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Persistent link: https://EconPapers.repec.org/RePEc:spr:mgmchp:978-3-642-29169-2_10

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DOI: 10.1007/978-3-642-29169-2_10

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