haku: @freeterm VERKAUFSABTEILUNG, VERTRETEREINSATZ / yhteensä: 5
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| Tekijä: | Romano, C. |
| Otsikko: | Death of a salesman (Vertreterprovision; Verkaufsstrategie) |
| Lehti: | Management Review
1994 : SEP, VOL. 83:9, p. 10-16 |
| Asiasana: | |
| Vapaa asiasana: | VERKAUFSABTEILUNG, VERTRETEREINSATZ |
| Kieli: | eng |
| Tiivistelmä: | The relationship between salespeople and customers is changing faster than sales orders can be processed. Most remarkable is the fact that it is the customer who are driving the change. They are asking for, if not demanding, better service from their vendors. The sales Lone Ranger is being replaced by a team-based , customer driven, relationship oriented salesforce. Even the most sacrosanct aspect of a life in sales, commission-based pay is under siege. |
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