Journal article
The Sales Manager: Tomorrow's Super Marketer
Business horizons, v 27(2)
01 Mar 1984
Abstract
An intense and complex competitive environment, sophisticated products and services, professional buyers, and purchase decisions shared by several layers of management and technical experts have profoundly altered the nature of the sales manager's job. Today's sales managers must perform nearly all the functions of marketing management and those pertaining specifically to sales management. A recent survey of more than 10,000 industrial buyers indicated that sales managers are not effectively meeting the challenges of the diverse and demanding marketing jobs they hold. There are 3 major reasons why sales managers are not performing at higher levels: 1. poor selection criteria for promotion to sales management, 2. insufficient integration of sales and marketing activities, and 3. inadequate sales management training programs. Effective sales managers need to: 1. better understand buyer behavior, 2. develop superior motivation and leadership skills, 3. develop improved productivity management, 4. understand technological interfaces, and 5. increase appreciation of ethical and social responsibility.
Metrics
Details
- Title
- The Sales Manager: Tomorrow's Super Marketer
- Creators
- Bert RosenbloomRolph Anderson
- Publication Details
- Business horizons, v 27(2)
- Publisher
- Elsevier Science Ltd
- Resource Type
- Journal article
- Language
- English
- Academic Unit
- [Retired Faculty]
- Web of Science ID
- WOS:A1984SK06500009
- Scopus ID
- 2-s2.0-0009250392
- Other Identifier
- 991019184068904721
InCites Highlights
Data related to this publication, from InCites Benchmarking & Analytics tool:
- Web of Science research areas
- Business