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Sales Management - Essential Factor for Contemporary Companies Competitiveness


  • Nicodim Liliana

    () (Faculty of Economics, "Ovidius" University, Constanta)

  • Croitoru Gabriel

    () (Faculty of Economics, "Valahia" University,Târgoviste)

  • Radu Florin

    (Faculty of Economics, "Valahia" University,Târgoviste)


The idea of making a study about sales management was inspired by the existing reality of many companies from Romania. In this context, the increasingly deepening crisis, sales activity and its management becomes an essential role in the activity of a competitive firm. The idea that sales represent a vital problem for many companies must be solved by an adequate approach to the growing globalization relations. Amid the market transformation from "seller market" in "buyer's market", the sales problems started to become more acute. Today, when the buyers’ market poles were moved from one continent to another (e.g.: market development in China) sales means more than to close a deal, selling pursue to achieve customer satisfaction and loyalty. Thus, we propose in this article systemic research, combined with some pragmatic guidelines concerning contemporary sales management company.

Suggested Citation

  • Nicodim Liliana & Croitoru Gabriel & Radu Florin, 2012. "Sales Management - Essential Factor for Contemporary Companies Competitiveness," Ovidius University Annals, Economic Sciences Series, Ovidius University of Constantza, Faculty of Economic Sciences, vol. 0(1), pages 1052-1055, May.
  • Handle: RePEc:ovi:oviste:v:xii:y:2012:i:12:p:1052-1055

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    More about this item


    sales management; seller's market; buyer's market; contemporary business;

    JEL classification:

    • M51 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Personnel Economics - - - Firm Employment Decisions; Promotions


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