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Contemporary Dimensions Of Sales Management

Author

Listed:
  • Vanya Grigorova

    (D. A. Tsenov Academy of Economics)

Abstract

The paper analyses changes in the factors of the macro- and micro- marketing environment that have given a new image to contemporary sales over the last two decades. It also reviews key concepts and approaches to modern sales management and contributes to the theory of sales management by designing a conceptual goal-oriented model. The model presents three levels of relations that exist between three modules of metrics – those of sales, marketing and business organisations, and function as a system. The flexibility of the model renders it universally applicable to business organisations in different sectors of the economy.

Suggested Citation

  • Vanya Grigorova, 2019. "Contemporary Dimensions Of Sales Management," Business Management, D. A. Tsenov Academy of Economics, Svishtov, Bulgaria, issue 4 Year 20, pages 23-38.
    • Handle: RePEc:dat:bmngmt:y:2019:i:4:p:23-38
    as

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    File URL: http://hdl.handle.net/10610/4309
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    References listed on IDEAS

    as
    1. Sönke Albers & Murali Mantrala, 2008. "Models for Sales Management Decisions," International Series in Operations Research & Management Science, in: Berend Wierenga (ed.), Handbook of Marketing Decision Models, chapter 0, pages 163-210, Springer.
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