LEADERSHIP OF INDUSTRIAL SALES FORCE WITH THE PURPOSE OF THEIR MARKETING PROFILING

Journal Title: EMC Review: Časopis za ekonomiju i tržišne komunikacije - Year 2014, Vol 7, Issue 1

Abstract

Current economic trends, particularly processes of re-industrialization in the global market environment, urge industrial companies to use intensively the conceptual and methodological principles of modern marketing concept in accordance with requirements and needs of organizational buyers, as a prerequisite for efficient business in an increasingly competitive market of production goods. Simultaneously, specific interorganizational relations in this area imply the crucial role of personal selling in marketing and corporate programs of industrial companies. Effective personal communication with organizational buyers is determined by designing the sales system which does not only include the planned arrangement of the sales force, but also include their appropriate leading as dominant factors of human capital in industrial organizations. Due to this reason, this study emphasizes the need for marketing profiling of sales force through complex models, selection, training, supervision, motivation and evaluation of sellers for the purpose of preparing an optimal communication process with organizational buyers and achieving successful sales results in the industrial market.

Authors and Affiliations

Željko Dević, Gojko Ristanović

Keywords

Related Articles

IZRAŽAVANJE KORISTI INVESTICIONOG PROJEKTA NA GOTOVINSKOJ OSNOVI

Ukoliko se želi realno sagledati proces investiranja i ocijeniti opravdanost investicionog projekta, neophodno je, s aspekta preduzeća ali i šire društvene zajednice, identifi kovati i analizirati efekte eksploatacije od...

CORPORATE COMMUNICATIONS IN THE DEVELOPMENT OF BUSINESS

In the world of management and modern business relations there is a widespread belief that the future of any company largely depends on how it is presented in the eyes of key stakeholders (shareholders, investors, custom...

A MODEL OF MANAGING THE URBAN MOBILITY PLANNING PROCESS

Th e subject of research in this paper is the planning of urban mobility development in the narrow part of Sarajevo using a model based on the growth matrix. Th e hypothesis of this research is: Based on the analysis of...

EFIKASNOST FINANSIJSKIH TRŽIŠTA - EFFICIENCY OF FINANCIAL MARKETS

Are financial markets effi cient is a question on which there is still no clear andcomplete answer. Position that prices of securities fully refl ect available information about securitiesis called the efficient market h...

THE IMPACT OF KEY VARIABLES FROM THE WORLD FINANCIAL MARKET ON THE ECONOMY OF BOSNIA AND HERZEGOVINA

Abstract: In line with the previous surveys, conducted in developed economies, we selected a group of variables for the construction of the VAR model. We tested the link between variables of global financial market and d...

Download PDF file
  • EP ID EP342071
  • DOI -
  • Views 66
  • Downloads 0

How To Cite

Željko Dević, Gojko Ristanović (2014). LEADERSHIP OF INDUSTRIAL SALES FORCE WITH THE PURPOSE OF THEIR MARKETING PROFILING. EMC Review: Časopis za ekonomiju i tržišne komunikacije, 7(1), 137-152. https://europub.co.uk/articles/-A-342071