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Direct sales management - a case study (Zarzadzanie sprzedaza bezposrednia - studium przypadku)

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  • Adam Rudzewicz

    (Katedra Analizy Rynku i Marketingu, Uniwersytet Warminsko-Mazurski w Olsztynie)

Abstract

This article aims to analyze the functioning of the sales department of a particular company. The sales department was based on canvassing. In the researched enterprise, there was a high staff turnover, lack of professional training, lack of career opportunities and advancement. The efficient functioning of the canvassing-based sales department is not something simple and easy. It requires knowledge and professional preparation. In the present case, the number of errors was so large that the company has not coped with competition and was eliminated.

Suggested Citation

  • Adam Rudzewicz, 2012. "Direct sales management - a case study (Zarzadzanie sprzedaza bezposrednia - studium przypadku)," Problemy Zarzadzania, University of Warsaw, Faculty of Management, vol. 10(35), pages 53-66.
    • Handle: RePEc:sgm:pzwzuw:v:10:i:35:y:2012:p:53-66
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