Journal article
Personal Selling and Sales Management in the New Millennium
The Journal of personal selling & sales management, v 16(4), pp 17-32
01 Jan 1996
Abstract
Several behavioral, technological, and managerial forces are dramatically and irrevocably changing the way that salespeople and sales managers understand, prepare for, and accomplish their jobs. Field salespeople, operating out of mobile virtual offices, are being empowered and becoming increasingly independent as they shift focus from selling to serving customers. Meanwhile, the sales manager's job is evolving more toward that of channel manager-overseeing a hybrid sales force serving customers in diverse electronic and field channels. A flexible, continuous learning and adapting environment is required for personal selling and sales management success in the 21st Century.
Metrics
19 Record Views
135 citations in Scopus
Details
- Title
- Personal Selling and Sales Management in the New Millennium
- Creators
- Rolph E. Anderson - Drexel University
- Publication Details
- The Journal of personal selling & sales management, v 16(4), pp 17-32
- Publisher
- Routledge
- Resource Type
- Journal article
- Language
- English
- Academic Unit
- [Retired Faculty]
- Scopus ID
- 2-s2.0-85009573398
- Other Identifier
- 991019174014804721