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The changing role of the salesperson: how should salespeople act today?
Purpose: The purpose of this paper is to highlight the nature and the organizational role of salespeople and, in particular, underscore the change in salespeople’s management in the current business context. Design/metho ...
Was Covid-19 the end of B2B sales as we know it? understanding the new skills and competencies of the B2B sakes oersib after a disruption event such as Covid-19
(2023)
Purpose: The aim of this study is to examine despite Covid-19 pandemic, several companies managed to grow their sales. This leads us to our research questions: what selling competencies make best salespeople post Covid-19 ...
Dirección de ventas. Planes de ventas
(Servicio Nacional de Aprendizaje (SENA)Centro de administración, 2018)
What's next in key account management research? Building the bridge between the academic literature and the practitioners' priorities
(ELSEVIER SCIENCE INC, 2010)
This research contrasts the academic literature on key account management (KAM) with the topics in this subject that are most critical to practitioners Sixty four academic articles published in 17 journals, and ninety ...
Planes y cuotas de ventas
(Servicio Nacional de Aprendizaje (SENA)Centro de administración, 2014)
Gestão estratégica e as competências gerenciais na estrutura organizacional do departamento de vendas
(Universidade Federal de Santa MariaBREngenharia de ProduçãoUFSMPrograma de Pós-Graduação em Engenharia de Produção, 2010-06-21)
This work presents a case study in a beverage industry, in Santa Maria, RS, State of Rio Grande do Sul, which uses, in its activities, the Strategic Planning. The present research seeks to identify the managing competences ...
O uso do BSC como ferramenta de melhoria no processo de licitação: um estudo de caso da empresa Curative Farma Indústria Farmacêutica S.A.
(Universidade Tecnológica Federal do ParanáCuritiba, 2012-11-24)
The responsibilities of the company’s procurement department aren’t limited to just locate, analyze critically, prepare documents and participate in public bids. The department has the responsibility to manage and control ...