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Trends of the Sales Force Monitoring Development in Multinational Firms

Author

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  • Tibor Erményi

    (University of Miskolc)

Abstract

The sales-force is one of the most important function in the marketing mix in case of many companies. It comes more into prominence when the company operates in business to business relations. The objective of this research to explore and present the development trends of the sales-force controlling procedures in field-force oriented, multinational firms. Having the sales-force management in key functionality is essential to support this field by well developed innovative reporting system. Decisions are strongly influenced by the sales force reports, so their continuous developments plays very important role in the companies’ life. Without that the firm will lose its position in the strong competition. So it is essential to invest in the sales force monitoring developments.

Suggested Citation

  • Tibor Erményi, 2015. "Trends of the Sales Force Monitoring Development in Multinational Firms," Proceedings- 11th International Conference on Mangement, Enterprise and Benchmarking (MEB 2015),, Óbuda University, Keleti Faculty of Business and Management.
  • Handle: RePEc:pkk:meb015:281-296
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    File URL: http://kgk.uni-obuda.hu/sites/default/files/22_Ermenyi-2.pdf
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    More about this item

    Keywords

    sales-force monitoring JEL code: M16; O3;

    JEL classification:

    • M16 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - International Business Administration
    • O3 - Economic Development, Innovation, Technological Change, and Growth - - Innovation; Research and Development; Technological Change; Intellectual Property Rights

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