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Sales management

Date of publication: November 1, 1996

Catalogue: ESOMAR/EMAC Symposium 1996: Research Methodologies For 'The New Marketing'

Authors: Panayiotis Kyziridis, Michael Saren, Nikolaos Tzokas

Abstract:

The rationale of this study was based on the argument that unless we have a clear understanding of the selling job in a relational selling context we are unable to advise the sales management of the firm in the quest of building and maintaining successful relationships between the firm and its customers. Our exploratory study highlighted a number of key issues which, in our opinion, are promising for the development of the theory and practice of relationship orientated sales management of the firm.

Panayiotis Kyziridis

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Michael Saren

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Nikolaos Tzokas

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Kyziridis, Saren and Tzokas (1996a, November 01). Sales management . ANA - ESOMAR. Retrieved April 19, 2024, from


https://ana.esomar.org/documents/the-sales-force-and-electronic-territory-management