Sales management

Date of publication: November 1, 1996


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.

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