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Sales Management - Essential Factor for Contemporary Companies Competitiveness

Author

Listed:
  • Nicodim Liliana

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

  • Croitoru Gabriel

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

  • Radu Florin

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

Abstract

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
    as

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    References listed on IDEAS

    as
    1. Grigorescu, Adriana, 2009. "Renewal marketing management in public and business organizations," MPRA Paper 25128, University Library of Munich, Germany.
    2. Nicolae Al. Pop & Anca-Daniela Vl?doi, 2009. "The marketer-a complex specialist, a man of concept, decision and action," The AMFITEATRU ECONOMIC journal, Academy of Economic Studies - Bucharest, Romania, vol. 11(25), pages 9-20, February.
    3. Kaplan, Andreas M. & Haenlein, Michael, 2009. "The increasing importance of public marketing: Explanations, applications and limits of marketing within public administration," European Management Journal, Elsevier, vol. 27(3), pages 197-212, June.
    Full references (including those not matched with items on IDEAS)

    More about this item

    Keywords

    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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