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Selling with entrepreneurial spirit: the salles entrepreneur

Author

Listed:
  • Vasile Dinu

    () (Academy of Economic Studies, Bucharest)

  • Lauren?iu T?chiciu

    () (Academy of Economic Studies, Bucharest)

Abstract

Based on a very rich literature regarding the requirements for successfully selling in nowadays conditions, the present paper brings into discussion what might become a new concept, relevant for better understanding the role that salespeople are expected to play: the concept of sales-entrepreneur, or, in other words, the person conducting sales as his own business. After a short summary of more important topics and research findings in the recent literature on sales management, authors enumerate the main changes affecting the business environment which ask for reconsideration of the role, ways and means of salesmen. Authors emphasize the changes related to the seller-buyer relationship, including attenuation of the information asymmetry and of the negotiation power gap. Finally, the main distinctive traits of a sales-entrepreneur are uncovered in an attempt of systematization of choices that an entrepreneurial mindset will do among selling strategies and techniques. The article does not intend to draw a conclusion, but simply to launch a debate and a possibly useful direction of study.

Suggested Citation

  • Vasile Dinu & Lauren?iu T?chiciu, 2009. "Selling with entrepreneurial spirit: the salles entrepreneur," The AMFITEATRU ECONOMIC journal, Academy of Economic Studies - Bucharest, Romania, vol. 11(25), pages 21-28, February.
  • Handle: RePEc:aes:amfeco:v:11:y:2009:i:25:p:21-28
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    More about this item

    Keywords

    sales; sales force; sales management; entrepreneurial spirit;

    JEL classification:

    • M12 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - Personnel Management; Executives; Executive Compensation
    • M51 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Personnel Economics - - - Firm Employment Decisions; Promotions

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