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The Changing Role of the Sales Force in France

Author

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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)

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.

Suggested Citation

  • Dominique Xardel, 1983. "The Changing Role of the Sales Force in France," Interfaces, INFORMS, vol. 13(6), pages 105-109, December.
    • Handle: RePEc:inm:orinte:v:13:y:1983:i:6:p:105-109
    DOI: 10.1287/inte.13.6.105
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    Keywords

    marketing: sales force;

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