Journal article
The world class sales manager: Adapting to global megatrends
Journal of global marketing, v 5(4), pp 11-22
01 Jan 1992
Abstract
Sales managers today need to be world class. They can no longer succeed by merely carrying out parochially defined roles and duties of sales management. Today's sales managers need to perform an increasingly eclectic array of sales and marketing functions from a global perspective. Future profits and growth will go largely to those companies whose sales managers become truly world class in adjusting to a complex mix of evolutionary and revolutionary megatrends. Among the most important megatrends are the following: 1. globalization of markets, 2. micro-segmentation of markets, 3. rising personal selling costs and the shift to direct marketing alternatives, 4. advances in telecommunications and computer technology, 5. more expert and professional buyers, 6. rising customer expectations, 7. the influx of women and minorities into sales, and 8. the development of androgynous sales managers.
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11 citations in Scopus
Details
- Title
- The world class sales manager: Adapting to global megatrends
- Creators
- Rolph AndersonBert Rosenbloom
- Publication Details
- Journal of global marketing, v 5(4), pp 11-22
- Publisher
- Taylor & Francis LLC
- Resource Type
- Journal article
- Language
- English
- Academic Unit
- [Retired Faculty]
- Scopus ID
- 2-s2.0-0011411072
- Other Identifier
- 991019173959904721