The changing sales environment
The changing sales environment
This chapter reviews the recent developments in both business-to-business and business-to-consumer markets to identify the main challenges facing the modern sales organizations. The sales environment is continually evolving and becoming more complex. Sales leaders and managers should be aware of these changes and be able to identify how they can adapt their sales team to meet the emerging needs of the market, both structurally and through developing new competencies. Sales have to be able to maintain the professionalism that is required to optimize their position as the conduit between the selling organization and the customer. We consider how global economics, developing technologies, and changing customer needs are reconfiguring the operations of the sales function, and also offering sales organizations new challenges and opportunities.
Keywords: environment, sales adaptation, globalization, changing economics, technology, customer needs
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