Jump to ContentJump to Main Navigation
Achieving a Strategic Sales FocusContemporary Issues and Future Challenges$
Users without a subscription are not able to see the full content.

Kenneth Le Meunier-FitzHugh and Tony Douglas

Print publication date: 2016

Print ISBN-13: 9780198706632

Published to Oxford Scholarship Online: August 2016

DOI: 10.1093/acprof:oso/9780198706632.001.0001

Show Summary Details
Page of

PRINTED FROM OXFORD SCHOLARSHIP ONLINE (oxford.universitypressscholarship.com). (c) Copyright Oxford University Press, 2021. All Rights Reserved. An individual user may print out a PDF of a single chapter of a monograph in OSO for personal use. date: 16 October 2021

The changing sales environment

The changing sales environment

(p.3) 1 The changing sales environment
Achieving a Strategic Sales Focus

Tony Douglas

Kenneth Le Meunier-FitzHugh

Oxford University Press

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

Oxford Scholarship Online requires a subscription or purchase to access the full text of books within the service. Public users can however freely search the site and view the abstracts and keywords for each book and chapter.

Please, subscribe or login to access full text content.

If you think you should have access to this title, please contact your librarian.

To troubleshoot, please check our FAQs , and if you can't find the answer there, please contact us .